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THE  PRACTICE  BUILDER 


A  Confidential  Book 


Digitized  by  tine  Internet  Arciiive 

in  2010  witii  funding  from 

Open  Knowledge  Commons 


http://www.archive.org/details/practicebuildertOOhamb 


THE  PRACTICE  BUILDER 


A  Treatise  on  the  Conduct  and 
Enlargement  of  a  Dental  Practice 


A  MANUAL  OF  THE  BUSINESS  SIDE  OF  MODERN  DENTISTRY 
TREATING  OF  EVERYTHING  THAT  AFFECTS  THE  PROFESSIONAL 
REPUTATION  AND  FINANCIAL  SUCCESS  OF  A  DENTIST  ::::::: 


BY 

CHARLES   R.    HAMBLY,    D.D.S. 

Author  of  "The  American  Dental  Instructor,"  "The  British  Dental  Instructor,"  "The 
Dominion  Dental  Instructor,"  "  The  Australian  Dental  Instructor,"  "  Artificial  Teeth," 
"Interesting  Facts  About  Crown  Work  and  Bridge  Work  in  Dentistry,"  "Irregularities 
of  the  Teeth  ;  How  They  Are  Corrected,"  "The  Children's  Dental  instructor,"  Etc.,  Etc. 


Siitb  BMtion 


CINCINNATI   AND  NEW  YORK 
AMERICAN    DENTAL    PUBLISHING    CO. 

1897 

Printed  in  the  United  States 


Copyright,  1897,  by 

AMERICAN  DENTAL  PUBLISHING  CO. 

All  rights  reserved 


Entered  at  Stationers'  Hall,  London,  Eng. 


Special  Coated  Paper  manufactured  expressly  for  this  book  by 
Perkins,  Goodwin  &  Co. 

Composition,  Electrotyping,  A  rtistic  Typography,  Press-work  and  Binding  by 
The  Trow  Directory,  Printing  and  Bookbinding  Co. 

NEW    YORK 

Press  Clippings  by 

Romeike's  Press  Clipmng  Bureau 

new  york,  london,  paris,  berlin  and  sydney 

Chicago  Press  Clipping  Bureau 

CHICAGO 


TO  THE  READER 

To  get  the  greatest  good  from  this  book  it  will  be  necessary 
to  begin  at  the  very  beginning  and  read  it  from  cover  to 
cover.  Do  not  open  it  here  and  there,  nor  glance  at  detached 
paragraphs.  Begin  at  the  very  beginning,  and  read  to  the 
end,  and  you  will  be  in  possession  of  all  the  principles  that 
underlie  the  growth  of  a  dental  practice*  Study  it.  Observe, 
think,  read.  Question  and  record,  and  by  so  doing  qualify 
yourself  to  judge  of  the  soundness  of  its  teachings. 


^0 


ALL  THOSE  MEMBERS  OF  THE  DENTAL   PROFESSION 

WHOSE  SUCCESS  HAS  BEEN  ONLY   AVERAGE 

OR  LESS  THAN  AVERAGE 

THIS  BOOK  IS 

CORDIALLY    DEDICATED 

TRUSTING  THAT  ITS  PAGES  MAY  BE  STUDIED  WITH 

PLEASURE  AND  PROFIT   BY 

ALL  WHO  OWN  IT 


PREFACE 

JHIS  book  is  written  because  it  is  needed.  It  fills  a 
want  long  felt,  a  want  definitely  understood,  yet 
which  has  been  difficult  to  express  in  words.  Many 
practitioners  have  felt  the  need  for  just  such  information  as  it 
conveys  —  whether  effectually  or  not  must  be  judged  by  the 
owner. 

For  some  years  the  author  has  been  impressed  with  the  belief 
that  a  book  devoted  to  the  business  side  of  dentistry  would  be 
of  decided  benefit  to  the  members  of  the  dental  profession  ;  not 
alone  to  the  younger  members  and  the  large  number  who  an 
nually  enter  the  ranks,  but  to  manj^  who  have  been  in  practice 
for  years,  but  who  have,  by  neglect  or  other  causes,  failed  to 
advance  the  financial  interests  of  their  practices  in  accordance 
with  their  terms  of  service. 

All  of  the  statements  made  are  founded  on  actual  experience 
the  aim  has  been  to  make  a  practical  book,  a  useful  book,  and  to 
present  answers  to  the  problems  which  confront  dentists  every 
da3^ 

There  is  in  the  book  the  best  that  the  author  knows  about  the 
subject,  and  the  best  that  he  has  been  able  to  learn  from  other 
people.  Every  statement  made  is  thoroughly  honest  and  thor- 
oughly earnest. 

CHARLES  R.  HAMBLY,  D.D.S. 


Advice  is  invaluable  in  business,  it  stirs  one  up  so.  Bad  advice  is  better 
tfi?n  none,  it  makes  one  think  for  himself ;  the  best  use  of  good  advice  is  to 
thus  make  one  think  for  himself,  for  that  is  where  wisdom  comes  from.  It 
never  comes  from  anywhere  else.  If  good  advice  does  it,  good;  if  bad 
advice  does  it,  that  also  is  good.     So  advice  is  good,  whether  bad  or  good. 


Build  today,  then,  strong  and  sure, 
With  a  firm  and  ample  base ; 

And  ascending  and  secure 

Shall  to-morrow  find  its  place. 

—Longfellow. 


REMARKS  RELEVANT 

In  the  production  of  this  work  its  editors  have  availed  themselves 
of  every  source  from  which  helpful  information  might  be  had.  The 
points  herein  discussed  being  recognized  as  unusual  and  of  such  intan- 
gible nature,  it  will  be  readily  understood  that  much  labor  has  been  in- 
volved in  garnering  the  thousands  of  points  between  the  covers  of  this 
book.  The  deductions  made  and  observations  propounded  are  the 
result  of  careful  observation  by  practical  men.  No  theories  are  ad- 
vanced. The  projectors  have  no  hobbies  to  exhibit.  The  practical 
application  of  business  factors  toward  professional  success  has  been 
noted  by  men  of  thorough  training,  and  it  has  been  the  attempt  of  the 
editors  to  present  them  clearly  and  exhaustively  in  order  to  unfold 
definite  information  upon  the  perplexing  questions  that  present  them- 
selves to  young  and  old  alike — to  the  young  graduate,  flushed  with 
pride  upon  the  acquisition  of  the  much-desired  sheep-skin,  filled  with  a 
laudable  ambition  to  excel  in  his  chosen  vocation,  hopeful  of  an  ability 
to  open  and  conduct  his  office  upon  professional  principles  without  the 
employment  of  doubtful  expedients  to  advance  his  interests ;  and  to  the 
practitioner  of  years  and  experience  it  is  hoped  the  book  will  prove 
no  less  helpful,  because  it  is  realized  that  no  matter  how  long  he  may 
have  been  in  practice,  he  will  admit  that  he  does  not  know  all  that  is  to 
be  known  about  the  manner  in  which  a  dental  practice  should  be  con- 
ducted. No  dozen  men  know  all  that  is  to  be  known  on  the  subject. 
It  is  too  complex  for  any  one  man  or  any  dozen  men  to  know.  Hence, 
if  but  one  idea  is  of  value  to  any  man,  it  cannot  fail  to  pay  him  for  his 
investment ;  because,  if  it  is  applicable  at  all,  it  is  applicable  for  all  time 
— for  as  long  as  he  remains  in  practice. 


INTRODUCTORY 

The  history  of  dentistry  is  replete  with  interesting  incident.  This 
is  true  of  both  ancient  and  modern  dental  history. 

In  modern  dental  history — that  which  is  of  most  interest  to  we  of 
to-day — is  witnessed  the  evolution  of  a  distinct  science  within  the  limits 
of  a  single  generation.  Away  back  in  the  dim  mists  of  ages  gone — 
ages  musty  with  the  mildew  of  antiquity — we  read  of  the  dentistry  of 
the  time.  We  trace  its  dissemination  and  progress  through  China, 
Egypt,  Rome,  Greece,  Etruria,  Palestine,  and  Arabia,  and  wonder  at 
its  ups  and  downs;  we  read  of  the  skill  of  the  Etrurians,  or  Etruscans, 
whose  operations  in  ornamental  dental  gold  work  and  bridge  work 
are  admired  to-day. 

For  centuries  it  suffered  the  same  fate  of  other  callings,  and  during 
the  dark  ages  fared  no  better  nor  worse  than  any  other  science.  After 
the  dark  clouds  of  ignorance  and  superstition  had  cleared  away,  and 
science  and  invention  again  became  factors  in  the  world's  progress, 
dentistry  advanced  in  common  with  other  arts.  Men  became  interested 
in  the  study  of  the  dental  tissues,  and  several  treatises  were  produced 
dealing  with  the  facts  then  known  concerning  the  dental  apparatus. 

After  its  introduction  into  the  United  States,  dentistry — dental 
knowledge  and  dental  skill — grew  rapidly,  and  attained  for  itself  a 
world-wide  recognition,  culminating  in  its  acceptance  by  the  medical 
profession  as  a  sister  profession  worthy  of  proper  recognition. 


THE  CODE  OF  DENTAL  ETHICS 

Adopted  by  the  American  Dental  Association,  August,  1866 

ARTICLE    I. 

THE  DUTIES   OF  THE   PROFESSION   TO   THEIR   PATIENTS. 

Section  i. — The  dentist  should  be  ever  ready  to  respond  to  the  wants  of  his 
patrons,  and  should  fully  recognize  the  obligations  involved  in  the  discharge 
of  his  duties  toward  them.  As  they  are,  in  most  cases,  unable  to  correctly 
estimate  the  character  of  his  operations,  his  own  sense  of  right  must  guarantee 
faithfulness  in  their  performance.  His  manner  should  be  firm,  yet  kuid  and 
sympathizing,  so  as  to  gain  the  respect  and  confidence  of  his  patients;  and  even 
the  simplest  case  committed  to  his  care  should  receive  that  attention  which  is 
due  to  any  operation  performed  on  living,  sensitive  tissue. 

Sec.  2. — It  is  not  to  be  expected  that  the  patient  will  possess  a  very  extended 
or  a  very  accurate  knowledge  of  professional  matters.  The  dentist  should 
make  due  allowance  for  this,  patiently  explaining  many  things  which  may  seem 
quite  clear  to  himself,  thus  endeavoring  to  educate  the  public  mind  so  that  it 
will  properly  appreciate  the  beneficent  efforts  of  our  profession.  He  should 
encourage  no  false  hopes  by  promising  success  where,  in  the  nature  of  the 
case,  there  is  uncertainty. 

Sec.  3. — The  dentist  should  be  temperate  in  all  things,  keeping  both  mind 
and  body  in  the  best  possible  health,  that  his  patients  may  have  the  benefit  of 
that  clearness  of  judgment  and  skill  which  is  their  right. 

ARTICLE   II. 

MAINTAINING  PROFESSIONAL  CHARACTER. 

Section  i. — A  member  of  the  dental  profession  is  bound  to  maintain  its 
honor  and  to  labor  earnestly  to  extend  its  sphere  of  usefulness.  He  should 
avoid  anything  in  language  or  conduct  calculated  to  discredit  or  dishonor  his 
profession,  and  should  ever  manifest  a  due  respect  for  his  brethren.  The  young 
should  show  special  respect  to  their  seniors;  the  aged,  special  encouragement 
to  their  juniors. 

Sec.  2. — The  person  and  office  arrangements  of  the  dentist  should  indicate 
that  he  is  a  gentleman;  and  he  should  sustain  a  high-toned  moral  character. 


14  THE   CODE   OP'    DENTAL    ETHICS 

Sec.  3. — It  is  unprofessional  to  resort  to  public  advertisements,  such  as 
cards,  hand-bills,  posters  or  signs  calling  attention  to  peculiar  styles  of  work, 
prices  for  services,  special  modes  of  operating,  or  to  claim  superiority  over 
neighboring  practitioners;  to  publish  reports  of  cases,  or  certificates  in  the 
pvblic  prints;  to  go  from  house  to  house  soliciting  or  performing  operations; 
to  circulate  or  recommend  nostrums,  or  to  perform  any  similar  acts. 

But  nothing  in  this  section  shall  be  so  construed  as  to  imply  that  it  is  un- 
professional for  dentists  to  announce  in  the  public  prints  or  by  cards  simply 
their  names,  occupation,  and  place  of  business;  or  in  the  same -manner  to  an- 
nounce their  removal,  absence  from,  or  return  to  business;  or  to  issue,  to  their 
patients,  appointment  cards  having  a  fee  bill  for  professional  services  thereon. 

Sec.  4. — When  consulted  by  the  patient  of  another  practitioner,  the  dentist 
should  guard  against  inquiries  or  hints  disparaging  to  the  family  dentist,  or 
calculated  to  weaken  the  patient's  confidence  in  him;  and  if  the  interests  of  the 
patient  will  not  be  endangered  thereby,  the  case  should  be  temporarily  treated 
and  referred  back  to  the  family  dentist. 

Sec.  5. — When  general  rules  shall  have  been  adopted  by  members  of  the 
profession  practising  in  the  same  localities,  in  relation  to  fees,  it  is  unprofes- 
sional and  dishonorable  to  depart  from  these  rules,  except  when  variation  of 
circumstances  requires  it.  And  it  is  ever  to  be  regarded  as  unprofessional  to 
warrant  operations  or  work  as  an  inducement  to  patronage. 

ARTICLE   III. 

THE  RELATIVE  DUTIES   OF   DENTISTS  AND   PHYSICIANS. 

Dental  surgery  is  a  specialty  in  medical  science.  Physicians  and  dentists 
should  both  bear  this  in  mind.  The  dentist  is  professionally  limited  to  dis- 
eases of  the  dental  organs  and  the  mouth;  with  these  he  should  be  more 
familiar  than  the  general  practitioner  is  expected  to  be;  and  while  he  recognizes 
the  superiority  of  the  physician  in  regard  to  disease  of  the  general  system, 
the  latter  is  under  equal  obligations  to  respect  the  dentist's  higher  attainments 
in  his  specialty.  Where  this  principle  governs,  there  can  be  no  conflict,  or  even 
diversity  of  professional  interests. 

ARTICLE   IV. 

Dentists  are  frequent  witnesses,  and  at  the  same  time  the  best  judges,  of 
the  imposition  perpetrated  by  quacks,  and  it  is  their  duty  to  enlighten  and  warn 
the  public  in  regard  to  them.  For  this  and  the  many  other  benefits  conferred 
by  the  competent  and  honorable  dentist,  the  profession  is  entitled  to  the  con- 
fidence and  respect  of  the  public,  who  should  always  discriminate  in  favor  of 
the  true  man  of  science  and  integrity  and  against  the  empiric  and  impostor.  The 
public  has  no  right  to  tax  the  time  and  talents  of  the  profession  in  examinations, 
prescriptions,  or  in  any  way,  without  proper  remuneration. 


TABLE  OF  CONTENTS 

PAGE 

Preface 5 

Remarks  Relevant  9 

Introductory 11 

The  Code  of  Dental  Ethics 13 

CHAPTER  I 
Dental  Education 23 

CHAPTER   n 
Dental  Legislation 39 

CHAPTER  HI 
Location 45 

CHAPTER   IV 
Selection  of  Outfit 58 

CHAPTER  V 
Furnishing  the  Office 61 

CHAPTER   VI 
The  Elements  of  Success 68 

CHAPTER   VII 

The  Causes  of  Failure 84 

15 


l6  TABLE   OF    CONTENTS 

CHAPTER    VIII  I'Ai;e 

The  Dentist  Himself 90 

CHAPTER    IX 
Personal  Appearance 99 

CHAPTER  X 
Introduction  to  the  Public no 

CHAPTER  XI 
Partnerships,  Associations,  Etc 135 

CHAPTER   XII 
Mode  of  Living 137 

CHAPTER   XIII 
Social  Diversion 140 

CHAPTER  XIV 
The  Church 147 

CHAPTER    XV 
Marriage 153 

CHAPTER    XVI 
Banking 161 

CHAPTER    XVII 
The  Grades  of  Material 169 

CHAPTER   XVIII 
The  Grades  of  Work 173 

CHAPTER    XIX 
The  Laboratory 179 


TABLE   OF    CONTENTS  17 

CHAPTER   XX  PAGE 

The  Operating  Room 181 

CHAPTER   XXI 
Children's  Teeth 184 

CHAPTER   XXH 
Gold  Work 187 

CHAPTER   XXni 
Plastics ^9° 

CHAPTER   XXIV 
Pl.\te  Work ^93 

CHAPTER   XXV 
Crown  and  Bridge  Work 200 

CHAPTER   XXVI 
^Esthetic  Operations 204 

CHAPTER   XXVII 
The  Medicine  Chest . .     208 

CHAPTER   XXVIII 
Antiseptic  Dentistry 214 

CHAPTER   XXIX 
Local  Anaesthetics 217 

CHAPTER   XXX 
General  Anaesthetics 219 

CHAPTER   XXXI 
Office  Business  Fittings 222 


1 8  TABLE   OF   CONTENTS 

CHAPTER    XXXII  page 

The  Typewriter  and  its  Usts  in  Ueni istrv 228 

CHAPTER    XXXIII 
The  Dental  Journals 231 

CHAPTER   XXXIV 
The  Dental  Society 254 

CHAPTER    XXXV 
Books 262 

CHAPTER    XXXVI 
Lady  Assistants 270 

CHAPTER   XXXVII 
Boy  Assistants „     274 

CHAPTER    XXXVIIl 
The  Dentist's  Home 277 

CHAPTER   XXXIX 
His  Person 279 

CHAPTER   XL 
Ideas 283 

CHAPTER   XL! 
Classifying  Information 287 

Ci;.\PTER   XLII 
Purchasing 290 

CHAPTER   XLIIl 
Conduct  at  the  Chair = 293 


TABLE    OF    CONTENTS  19 

CHAPTER    XLIV  page 

Treatment  of  Other  Den  1  ists 298 

CHAPTER   XLV 
Paying  Bills 303 

CHAPTER   XLVI 
Honesty 305 

CHAPTER   XLVn 
Policy 307 

CHAPTER   XLVni 
Tact 309 

CHAPTER   XLTX 
Ambition 311 

CHAPTER   L 
Confidence 314 

CHAPTER   LI 
Economy 316 

CHAPTER   LH 
Emergencies 319 

CHAPTER   LHI 
Accidents  IN  the  Office 321 

CHAPTER   LIV 
Recreation . , 325 

CHAPTER   LV 
Making  Money  Outside  of  Dentistry 327 


20  TABLE   OF   CONTENTS 

CHAPTER    LVI  page 

Conservatism  33' 

CHAPTER   LVH 
Impractical  Ideas 334 

CHAPTER   LVni 
Patience 337 

CHAPTER   LIX 
Standing  by  Work 339 

CHAPTER   LX 
Influence  and  How  to  Get  It 342 

CHAPTER   LXI 
Reputation  345 

CHAPTER   LXII 
Wine  and  Women 347 

CHAPTER   LXHI 
How  TO  Become  a  Specialist 351 

CHAPTER    LXIV 
Book-keeping 35^ 

CHAPTER   LXV 
Handling  Patients 374 

CHAPTER   LXVI 
Popular  Dental  Education 385 

CHAPTER   LXVII 
Dental  Instructors 391 


TABLE   OF   CONTENTS  21 


CHAPTER   LXVIII  page 

The  Question  of  Saving  Teeth 403 

CHAPTER   LXIX 
Points  for  Special  Study 407 

CHAPTER   LXX 
Duty  of  Young  Men  to  the  Profession 412 

CHAPTER   LXXI 

R  KCORDS 415 

CHAPTER   LXXH 
Advertising 422 

CHAPTER   LXXni 
The  Other  Side  of  Advertising 469 

CHAPTER   LXXIV 
Printing 473 

CHAPTER   LXXV 
Type 499 

CHAPTER   LXXVI 
Borders 503 

CHAPTER   LXXVn 
Quotations 507 

CHAPTER   LXXVHI 
Compensation , . . .    514 

CHAPTER   LXXIX 
The  Development  of  Ability 532 


22  TABLE   OF   CONTENTS 

CHAPTER   LXXX  page 

Post-Graduate  Study 538 

CHAPTER   LXXXI 
The  Dental  Protective  Association 541 

CHAPTER    LXXXII 
Fire,  Life  and  Accident  Insurance 543 

CHAPTER    LXXXni 
Fakirs 546 

CHAPTER   LXXXIV 
The  Use  and  Abuse  of  Credit 562 

CHAPTER    LXXXV 
How  to  Get  Patronage 591 

CHAPTER   LXXXVI 
How  to  Hold  Patronage 599 

CHAPTER    LXXXVH 
How  to  Get  New  Patrons 636 

CHAPTER   LXXXVni 
Short  Sixes 651 

CHAPTER    LXXXIX 
Pellets  of  Gold 653 

CHAPTER   XC 
Extracts 655 


Dental  Education 

"  Men  of  polite  learning  and  a  libei-al  education  " 

Prior  to  the  establishment  of  dental  schools,  in  1839,  dental  educa- 
tion was  an  unknown  quantity.  .It  comprehended  nothing  more  than 
a  short  term  with  a  preceptor,  at  the  expiration  of  which  the  pupil  re- 
ceived a  certificate  of  qualification  and  recommendation.  Armed  with 
this,  he  entered  upon  his  field  of  duty.  At  this  time — 1800  to  1839 — 
every  dentist  was  a  law  unto  himself ;  what  he  learned  he  kept  to  himself, 
and  .profited  by  such  exclusive  knowledge,  methods  of  operating,  etc. 

Many  of  the  hints  which  now  are  to  be  had  at  every  society  meeting 
were  treasured  as  most  valuable  knowledge— practitioners  frequently 
disposing  of  these  secrets  for  $50  and  $100;  prominent  among  them  was 
the  manner  of  protecting  the  pulp  by  use  of  quill  and  ivory,  an  idea  con- 
sidered of  great  importance,  since  it  was  sold  time  and  again  for  the 
figures  quoted. 

With  the  establishment,  of  the  Dental  College,  the  Dental  Journal, 
and  the  Dental  Society,  this  condition  became  impossible.  Those  who 
had  ideas  exchanged  with  others,  to  the  benefit  of  all  concerned— the 
practitioners,  and  through  them  to  their  patients. 

A  more  extended  dissertation  upon  the  history  of  dentistry  than 
can  be  given  here  will  be  found  in  Lennmalm's  "  Review  and  History  of 
Dentistry,"  by  Dr.  Hermann  Lennmalm:  H.  D.  Justi  &  Son.  Dental 
history  did  not,  in  reality,  begin  until  1839.  Before  that  time  it  was  frag- 
mentary and  unsatisfactory.  The  period  following  is  one  of  the  bright- 
est pages  in  our  progress;  new  life  was  instilled,  new  enthusiasm,  new 
hopes  and  aspirations  were  awakened.     An  epoch  was  marked. 

Contemporaneous  with  the  establishment  of  the  Baltimore  College 
of  Dental  Surgery,  the  American  Jonriial  of  Dental  Science  and  the 
New  York  Society  of  Dental  Surgeons  sprang  into  being.  The  course 
of  instruction  in  the  schools  was  at  first  one  term  of  five  months ;  and 
this  was  not  strange  when  we  consider  that  physicians  and  surgeons 

23 


24  THE   PRACTICE   BUILDER 

were  made  out  of  the  raw  material  in  two  winter  courses  of  five  months 
each,  and  in  thousands  of  instances  in  one  course  of  five  months.  This 
was  a  good  beginning  of  the  grand  scheme  of  dental  education,  which 
is  still  in  its  infancy.  The  attendance  at  the  dental  schools  at  this  time 
was  limited,  by  reason  of  the  lack  of  an  established  demand  for  men  of 
ability,  especially  in  rural  communities  and  in  the  far  West  and  South; 
by  the  fact  that  the  general  public  did  not  care  whether  a  man  was  a 
graduate  or  not;  by  the  lack  of  necessary  funds  to  prosecute  study  on 
the  part  of  intending  students;  by  thp  fact  that  practitioners  were  not 
required  to  perform  operations  of  anything  like  the  scope  expected  of 
dentists  to-day. 

The  recruits  were  from  every  rank  of  life,  and  of  every  degree  of 
intelligence;  what  wonder  is  it  then  that  hundreds  of  men  incapable  of 
any  appreciation  of  the  requirements  for  practice,  and  totally  unadapted 
to  our  vocation,  should  have  been  turned  loose  upon  a  confiding  pub- 
lic? And  yet,  what  an  array  of  talent  resulted!  many  names  that  are 
to-day  prominent,  and  that  were  in  the  past  bright,  shining  stars  of 
learning  devoted  to  the  advancement  of  the  profession — veritable  jiatri- 
archs!  Many  of  them  still  lend  the  glory  of  their  presence  to  our  soci- 
eties and  our  literature. 

The  requirements  for  entrance  were  not  rigid — not  more  so  than 
were  demanded  of  candidates  for  admission  into  the  schools  of  medi- 
cine. These  could  only  be  regulated  with  the  development  of  the  sci- 
ence, and  the  larger  educational  facilities  af^'orded  by  the  increasing- 
number  of  institutions.  Many  applicants  were  already  past  the  time 
when  most  men  have  settled  down  in  their  vocations.  Many  applied 
without  either  previous  instruction  under  practising  dentists,  or  any 
particular  adaptibility  for  the  work,  having  sviddenly  determined  to  be- 
come dentists  because  of  their  belief  that  thus  vast  wealth,  or  at  least 
an  easy  livelihood,  might  be  gained.  They  came  from  the  ranks  of 
practising  physicians,  many  of  whom  had  performed  the  minor  duties 
of  the  dentist;  from  the  ministry,  from  law,  and  from  every  line  of 
business.  There  were  drug  clerks,  shoe  clerks,  grocery  clerks,  tailors, 
farm  hands,  blacksmiths — all  without  previous  training  for  the  work; 
yet  some  of  these  men  applied  themselves  to  their  new  field  with  such 
vigor,  such  assiduity,  that  they  rapidly  forged  to  the  front,  became  the 


THE  PRACTICE   BUILDER  25 

possessors  of  lucrative  practices,  and  held  the  good-will  and  esteem  of 
their  patrons  and  fellow-dentists  as  long  as  they  lived — and  some  have 
seen  the  gradual  growth  and  development  of  their  chosen  profession 
on  ideal  lines — on  lines  of  such  liberal  thought  and  action  that  it  stands 
to-day  without  a  parallel  in  the  history  of  educational  institutions. 

With  the  broadening  of  dentistry  as  a  whole  and  in  cooperation 
with  its  advance  as  a  science,  dental  education  took  on  a  more  scientific 
aspect  by  the  adoption  of  more  rigid  requirements  for  admission  and 
more  extensive  training  as  a  basis.  The  course  of  study  became  more 
exhaustive  and  the  examinations  more  stringent,  resulting  in  the  grad- 
uating of  men  better  prepared  for  practice ;  thus  gaining  for  dentistry 
a  more  wide-spread  confidence  on  the  part  of  the  public,  and  winning 
from  the  medical  profession  its  favor  and  support,  as  evidenced  by  its 
invitation  to  the  dental  profession  to  take  part  in-  the  international  med- 
ical congresses  on  the  footing  of  professional  equality,  and  to  take  part 
in  the  transactions  of  the  American  Medical  Association,  providing 
therefor  a  special  department  in  dentistry. 

The  cooperation  of  dental  faculties,  finding  expression  in  the  Na- 
tional Association  of  Dental  Faculties,  has  largely  increased  the  fellow- 
ship and  good-will  of  dental  institutions,  lessened  the  competitive  spirit, 
and  broadened  the  horizon  of  dental  training.  The  adoption  by  the 
National  Association  of  Dental  Faculties  of  resolutions  tending  to  the 
establishment  of  equitable  requirements  for  the  admission  of  candi- 
dates; for  the  adoption  of  certain  conditions,  standards  of  fees  for  in- 
struction, terms  of  pupilage,  courses  of  instruction,  and  requirements 
for  graduation,  and  conferring  of  degrees,  has  had  a  healthy  and  invig- 
orating effect  on  dental  education,  and  toward  the  protection  of  the 
public  against  the  establishment  of  questionable  institutions  for  the 
training  of  questionable  individuals. 

To-day  we  are  not  aware  of  the  existence  of  any  such  institutions; 
but  in  years  past  several  were  in  operation,  both  in  medicine  and  den- 
tistry, chiefly  in  the  central  States. 

The  course  of  instruction  in  dental  colleges  at  present  comprises  a 
three  years'  graded  course,  of  eight  months  each  year,  with  auxiliary 
and  supplementary  courses  to  those  who  have  not  had  previous  office, 
training. 


26  THE   PRACTICE   BUILDER 

The  requirements  for  admission  are  about  the  same  in  all  the  insti- 
tutions which  comply  with  the  regulations  of  the  National  Association 
of  Dental  Faculties.  Recently  resolutions  tending  to  the  establishment 
of  a  protective  system  against  undesirable  students  have  been  inaugu- 
rated, whereby  a  student  dismissed  from  one  school  for  misconduct,  or 
for  inability  to  pass  preliminary  or  final  examinations,  may  not  be  ac- 
cepted by  any  other  college  of  the  association  until  a  satisfactory  cer- 
tificate is  received  from  the  school  from  which  he  was  expelled. 

A  gradual  enlargement  of  the  requirements  for  admission  to  the 
schools  has  been  noticed,  and  is  a  gratifying  evidence  of  professional 
development.  This  nmst  be  gradual,  notwithstanding  some  extrem- 
ists, not  connected  with  the  dental  schools,  and  who  know  little  of  the 
difficulties  encountered  in  the  application  of  radical  changes. 

Not  a  month  goes  by  in  wdiich  someone  does  not  attack  the  colleges 
through  the  journals  or  in  the  societies.  Many  w-ho  are  loudest  for  the 
adoption  of  hobbies,  or  for  reform,  have  never  had  any  connection  with 
dental  colleges,  but  they  know  all  about  how  these  institutions  should 
be  operated.  They  would  be  so  strict  in  their  entrance  examinations 
that  no  one  could  get  in;  consequently  no  one  could  get  out.  This  is 
perhaps  as  good  a  way  of  saying  it  as  any  other.  However,  we  should 
like  to  see  some  of  these  gentlemen  use  some  of  their  own  capital  in  an 
effort  to  establish  a  school  on  the  lines  of  the  ideal  dental  college  which 
they  have  mapped  out,  and  upon  which  they  claim  a  school  should  be 
conducted. 

From  the  most  simple  requirements  in  the  early  history  of  the  col- 
leges, more  stringent  qualifications  have  been  demanded  from  time 
to  time,  until  at  present  (with  those  in  contemplation  for  the  near  future) 
it  may  be  said  that  the  requirements  for  admission  in  the  majority  of 
dental  schools  far  exceed  in  severity  those  in  operation  in  most  medical 
schools. 

The  National  Association  of  Dental  Faculties  and  the  National  As- 
sociation of  Dental  Examiners,  together  with  the  State  Boards  of  Den- 
tal Examiners,  may  be  said  to  be  intimately  associated  in  an  harmonious 
effort  to  raise  the  standard  of  dental  education,  to  protect  each  other 
against  unscrupulous  practices,  preferences,  and  favoritism;  to  compel 
all  colleges  to  adopt  uniform  courses  of  instruction,  according  to  the 


THE  PRACTICE   BUILDER 


2^ 


needs  of  dentistry,  and  in  accordance  with  the  accepted  importance  of 
special  studies. 

For  several  years  the  dental  colleges  have  been  endeavoring  to  work 
with  the  State  boards  by  inviting  the  members  of  the  latter  to  attend  the 
examinations  for  degrees  held  in  the  schools;  the  boards  have  accepted 
these  invitations,  and  have  expressed  themselves  as  highly  pleased. 
There  is  not  and  should  not  be  ill-feeling  between  the  colleges  and  the 
boards;  the  purpose  of  both  is  the  protection  of  the  public  and  the  pro- 
fession against  incompetents.  It  may  be  said  that  anyone  competent 
to  pass  the  college  examinations  need  have  no  fear  of  the  State  boards. 
We  do  not  say,  however,  that  anyone  who  can  pass  the  State  board  can 
pass  the  college  examinations. 

We  know  of  some  dangerously  incompetent  men  practising  to-day 
under  the  license  of  the  State,  a  disgrace  to  dentistry  and  a  menace  to 
the  people.  Men  so  grossly  incompetent  that  it  is  a  wonder  they  can 
make  a  living.  Instead  of  having  attained  a  scientific  knowledge  of 
that  which  they  claim  loudly  to  possess,  they  derive  an  empirical  knowl- 
edge through  their  continued  mistakes,  where  they  have  a  chance  to 
correct  them,  which  is  not  always  the  case,  the  patient  generally  being 
able  to  go  to  someone  else  for  relief. 

The  simple  operations  do  not  require  extensive  knowledge,  and  to 
these  the  incompetent  usually  confines  himself,  occasionally  telling  of 
difficult  operations  which  he  has  performed — in  his  mind.  The  gradual 
establishment  in  practice  of  properly  trained  men  will  have  its  effect 
on  the  grossly  incompetent,  and  they  will  eventually  be  compelled  to  go 
to  the  rear. 

It  is  interesting  to  note  the  growth  of  the  country,  and  the  number 
of  dentists  in  practice,  from  1850  to  the  present  time.  The  subjoined 
tables  may  be  relied  upon,  having  been  prepared  Avith  great  care.  They 
were  presented  at  a  meeting  of  the  American  Dental  Association. 


Census.  Population. 

1850 23.191,876 

i860 31,443,322 

1870 38,558,371 

1880 50,155.783 

iP-^o 62,622,250 

189s 70,500,000 


Number 
of  Dentists. 

Average 
Population  to 
each  Dentist. 

2.923 

5,606 

7.839 

7,934 
5,607 
4,918 

12,314 
17,498 

4,154 
3,579 

25,000 

3,134 

28 


THE  PRACTICE   BUILDER 


It  was  stated  at  the  time  this  paper  was  read  that  the  number  of  den- 
tists given  might  appear  too  large ;  but  the  compiler  advanced  the  opin- 
ion that  it  was  too  small,  and  we  are  inclined  to  agree  that  this  is  the  case. 
In  an  attempt  to  get  the  number  of  dentists  for  directories,  great  diffi- 
culties are  experienced  in  the  small  towns  and  the  country  districts 
West  and  South.  A  great  many  names  which  should  be  there  are  not 
to  be  found  in  city  directories,  and  hundreds  of  names  in  every  State 
are  not  reported  because  no  directories  are  published  from  which  they 
can  be  taken.  The  dealers  should  be  able  to  help  out,  but  it  is  a  ques- 
tion whether  a  complete  list  of  the  dentists  in  the  country  can  be  gained 
without  an  expense  too  great  to  be  practical.  Another  table  is  also  in- 
troduced, as  being  of  interest  to  young  graduates  and  those  wishing 
information  concerning  the  number  of  dentists  in  the  cities: 


Qily,  Population. 

New  York 2,000,000 

Chicago    1,700,000 

PhiLidelphia    1,200.000 

Brooklyn    1,000,000 

St.  Louis 600.000 

Baltimore  600.000 

Boston    500,000 

Cincinnati    350,ooo 

Cleveland  350,000 

Pittsburgh  and  Alleghany 350,ooo 

San   Francisco 350.000 

New  Orleans 300,000 

Milwaukee  270,000 

Washington 270,000 

Detroit   260,000 

Minneapolis 225,000 

Newark 215.000 

St.   Paul 190.000 

Jersey    City 180,000 

Louisville 180,000 

Kansas  City,  Mo 160.000 

Rochester 150.000 

Indianapolis 150.000 

Omaha    140.000 

Troy  and  suburbs 140.000 

Worcester   130.000 

Providence,  R.  1 130.000 

Toledo 120.000 

Denver  120.000 

Columbus 120.000 

Syracuse 1 16.000 

Atlanta   100.000 

New  Haven 100.000 

Albany 100.000 


Number 

Average  Population 

of  Dentists. 

to  each  Dentist. 

1,200 

1,666 

704 

2,414 

526 

2,280 

528 

1,852 

160 

3.750 

185 

2.767 

325 

1,538 

ISO 

2,000 

114 

3,070 

140 

2,500 

241 ' 

1,452 

88 

3,409 

90 

3,000 

226 

1,194 

125 

2,080 

80 

2,812 

86 

2,500 

70 

2.714 

40 

4,50a 

S3 

3,396 

8S 

1,882 

70 

2.142 

70 

2,142 

25 

5,600 

30 

4.666 

53 

2,452 

75 

1.733 

35 

3,428 

85 

1.411 

40 

3.055 

50 

2,320 

38 

2,631 

43 

2.32s 

30 

3<33:i 

THE  PRACTICE  BUILDER 


29 


City.  Population. 

Grand  Rapids 85,000 

Richmond  85,000 

Nashville 85,000 

Paterson 80,000 

Wilmington 70.000 

Seattle 60,000 

Hartford 60,000 

Camden 60,000 

Springfield,  Mass 52,000 

Chattanooga  50,000 

Sioux  Falls,  S.  D 50.000 

Tacoma 45.000 

Portland,  Me 38,000 

Akron,    0 30,000 

Salem,  Ore iS,ooo 

Total 14,081,000 


Number 
of  Dentists. 

Average  Popu 
to  Each  Den 

46 
60 
38 

1,804 
1,416 
2,236 

20 

3.500 

20 

33 

3.500 

1,818 

40 

1,500 

20 

3,000 

32 

1,625 

20 

2,500 

15 
25 
26 

3-333 
1.800 
1. 46 1 

20 

1.500 

12 

1,250 

6,427 


2,190 


A  table  showing  the  number  of  graduates  from  1886  to  1895,  inclu- 
sive, and  the  number  of  schools,  is  here  appended  as  affording  an  in- 
teresting study  to  those  for  and  against  the  establishment  of  dental 
schools — a  subject  which  we  shall  shortly  consider — as  well  as  to  those 
contemplating  establishing  themselves  in  any  of  the  cities  mentioned, 
giving,  as  it  does,  condensed  facts  regarding  the  number  of  persons 
composing  the  dentists'  constituency: 


Year. 

1886. 

1887. 

1888. 

1889. 

1890. 


Number  of      Number  of 
Schools.        Graduates. 


24 
28 
29 
31 

33 


503 

597 
746 
796 
963 


Year. 
1891 
1892 
1893 
1894 
1895 


Number  of      Number  of 
Schools.  Graduates. 


33 
39 

35 
47 


1,241 

1,483 

379 

905 

1,208 


Observe  that  in  1886  we  had  24  schools,  which  graduated  503  men; 
in  1892,  39  schools,  which  graduated  1,483  men;  while  in  1895  we  have 
48  schools,  w^hich  graduated  1,208  men.  From  1892  to  1893  a  decrease 
in  the  number  of  graduates  is  shown,  due  to  the  fact  that  in  1892  the 
three-year  course  was  inaugurated. 

This  brings  us  to  the  consideration  of  an  important  subject — the  es- 
tablishment of  dental  schools.  Every  observing  reader  of  our  journals 
has  noted  the  large  number  of  schools  established  in  the  last  few  years, 
and  finds  himself  asking:  "  Are  we  really  in  need  of  so  many  schools 
of  dentistry?" 


30  THE  PRACTICE   BUILDER 

They  are  being  established  not  in  large  centres  of  population  alone, 
but  in  the  smaller  inland  cities,  and  as  special  departments  of  some 
schools  of  medicine. 

In  1895  the  number  of  dentists  in  this  country  was  estimated  at 
25,000,  and  there  were  48  colleges,  or  one  college  to  every  520  practi- 
tioners. In  medicine  there  are  in  this  country  120,000  practitioners  and 
150  schools,  or  one  school  to  every  800  physicians. 

If  there  were  as  many  dental  schools  proportionately  as  there  are 
medical  schools,  we  would  have  30;  and  no  well-informed  man  could 
say  that  that  number  is  not  sufficient  to  meet  the  present  needs,  and  the 
needs  for  several  years  to  come.  Allowing  1,200  graduates  per  year, 
would  average  40  to  each  of  the  30  schools.  At  present  some  of  the 
schools  graduate  less  than  ten  men,  while  four  or  five  turn  out  from 
fifty  to  eighty  per  cent,  of  all  graduated.  We  do  not  say  that  the  schools 
having  the  smallest  attendance  do  not  turn  out  as  good  men  as  the 
larger  ones,  but  we  note  that  most  of  the  former  are  the  more  recently 
established,  and  that  they  are  generally  in  the  smaller  cities. 

Those  having  large  attendance  arc  old-established  colleges  and  are 
in  the  large  cities;  their  attendance  is  large  because  they  deserve  it ;  they 
have  wou  reputation  by  methods  time-tried  and  true.  Institutions  lo- 
cated in  the  large  cities  have  facilities  so  much  more  favorable  to  the 
intending  student  that  it  would  seem  a  waste  of  time  to  enumerate 
them. 

Take,  for  instance,  a  dental  college  in  New  York,  Philadelphia,  Bal- 
timore, Chicago,  or  Boston,  and  we  find  that  it  has  been  in  operation  for 
years,  and  that  its  professors  have  grown  gray  in  their  life-work  of  train- 
ing young  men  for  their  professional  duties;  we  find  that  they  have  kept 
pace,  nay,  made  the  pace,  in  dental  progress;  we  find  them  devoted 
heart  and  soul  to  the  uplifting  of  their  beloved  profession.  We  note  the 
names  of  these  instructors  foremost  in  the  dental  societies,  and  their 
voices  arc  heard  in  the  discussion  of  the  many  intricate  probhins  that 
confront  us.  Their  pens  have  produced  the  articles  of  interest  to  the 
world  of  dentistry  through  decades  of  research  and  investigation ;  and  all 
that  is  foremost  in  the  book  literature  of  dentistry — the  various  text- 
books, works  of  investigation,  and  results  of  experience — is  largely  the 
work  of  professors  in  our  American  colleges.    These  men  have  always 


THE  PRACTICE   BUILDER  31 

had  the  welfare  of  dentistry  at  heart,  and  through  them  the  most  needful 
advances  have  found  expression  and  adoption. 

Again,  schools  in  large  cities  have  clinical  facilities  that  are  impos- 
sible elsewhere;  a  large  population  is  necessary  for  clinical  service, 
which  is  one  of  the  most  important,  if  not  the  most  important,  factor  in 
dental  education.  While  in  many  instances  the  operations  required  are 
of  the  simplest  nature,  they  afford  the  student  ample  opportunity  to 
acquaint  himself  with  the  elementary  principles  of  practical  operating, 
and  for  the  application  of  the  theory  at  the  time  he  is  learning  it.  He 
is  thus  prepared  to  advance  to  more  difficult  operations  as  he  is  found 
fit  to  undertake  them. 

In  many  instances  a  student  finds  opportunity  to  perform  operations 
under  the  direction  of  an  appropriate  instructor,  such  as  he  will  not 
have  for  several  years  after  starting  in  practice.  It  can  be  said  of  the 
dentist,  as  it  cannot  be  said  of  a  lawyer  or  physician,  that  a  graduate  of 
a  good  school  is  prepared  to  perform  any  of  the  duties  that  may  be 
required  of  him.  The  dentist,  from  the  beginning  of  his  training,  is 
taught  to  perform  the  operations,  and  does  perform  them,  just  as  he  is 
required  to  do  them  when  he  starts  into  practice ;  he  is  taught  to  do  all 
the  complicated  and  difficult  operations  which  his  professors  perform, 
so  that  when  he  starts  out  for  himself  he  is  prepared  for  any  call  which 
may  be  made  upon  him. 

Physicians  and  lawyers,  on  the  contrary,  are  taught  theory  from  the 
beginning  of  their  careers  as  students,  and  without  opportunity  for  its 
practical  application  while  they  are  learning  it.  Thus,  when  they  enter 
practice,  they  are  confronted  with  difficulties,  having  for  the  first  time 
opportunity  for  putting  into  use  all  that  has  been  learned,  and  must 
often  wait  until  gray  before  being  called  upon  to  do  the  work  that  is 
almost  daily  performed  by  their  older  professional  brethren. 

Of  late,  however,  a  gradual  change  has  been  evident,  so  far  as  the 
physician  is  concerned,  and  the  younger  element  seems  to  have  come 
more  into  popular  favor.  Not  so  with  the  lawyer;  age  is  necessary  to 
attain  to  the  handling  of  the  most  difficult  classes  of  practice ;  few  young 
lawyers  are  found  in  the  possession  of  practices  calling  for  a  high  de- 
gree of  legal  ability. 

With  reference  to  the  instructors  in  dental  colleges,  it  may  be  said 


32  THE   PRACTICE   BUILDER 

that  only  those  in  the  large  cities  can  have  eminent  dentists  as  profess- 
ors or  permanent  instructors,  because  the  foremost  practitioners  are 
always  found  in  those  centres;  only  there  can  their  talents  receive  proper 
])rofessional  and  tinancial  appreciation.  Men  of  marked  ability  do  not 
hide  their  light  under  a  bushel,  and  they  must  live  where  they  will 
receive  a  commensurate  recompense.  Thus  a  school  in  a  small  city 
cannot  have  as  its  permanent  faculty  the  very  best  ability,  and  it  cannot 
have  the  large  clinics  essential  to  the  performance  of  the  practical  work. 

The  (juestion  of  payment  for  services  in  dental  college  clinics  has 
come  up  frequently  in  societies,  and,  as  it  bears  upon  education,  we  give 
it  consideration  here.  It  is  said  by  many  that  service  in  clinics  should 
be  entirely  free.  The  colleges,  in  their  advertisements,  sometimes  use 
the  words  "  small  charge  to  cover  cost  of  material,"  and  many  of  those 
who  criticise  the  business  methods  of  the  colleges  state  that  no  charge 
should  be  made,  as  the  fees  paid  by  the  students  should  make  it  possible 
to  do  work  without  charge,  claiming  that  the  infirmaries  are  operated 
at  a  large  profit  in  most  of  the  schools  having  large  clinics.  This 
may  be  true,  but  we  know  that  no  charge  is  made  except  where  mate- 
rial is  used  by  the  student,  and  that  the  charges  made  are  in  most  in- 
stances reasonable  and  satisfactory  to  those  who  apply.  The  cost  of 
advertising  service  is  sometimes  quite  heavy,  and  the  charge  for  mate- 
rial makes  it  possible  for  the  schools  to  pay  these  expenses  from  the 
infirmary  receipts. 

Then,  if  the  work  w^ere  performed  absolutely  free,  many  of  those 
who  come  would  not  have  confidence  to  apply  for  service;  people  know 
that  when  they  pay  for  anything  they  are  likely  to  get  an  equivalent; 
they  think  that  anything  given  away  is  not  so  very  good,  or  it  would 
not  be  given;  then,  too,  the  fact  that  material  is  paid  for  will  prevent  the 
student  from  slurring  his  work.  Every  student  is,  of  course,  anxious 
to  do  his  best,  but  when  he  knows  that  the  work  or  material  is  paid 
for,  he  know's  also  that  the  patient  expects  him  to  do  the  work  properly, 
and  feels  it  more  his  duty  to  do  it,  just  as  if  he  had  received  the  money 
himself.  If  no  charge  were  made  for  gold  and  silver  fillings,  or  for 
plate  work,  the  schools  would  have  such  a  run  of  this  work  that  they 
would  be  compelled  to  close  their  doors. 

Much  has  been  written  in  the  journals,  and  still  more  spoken  in  the 


THE   PRACTICE   BUILDER  33 

societies,  concerning  the  dental  graduate;  complaint  varies  from  in- 
competency to  overcrowding  the  ranks,  and  the  latter  subject  seems 
ever  present  in  the  minds  of  many  agitators.  The  phase  which  treats 
of  his  incompetency  may  be  set  down  as  devoid  of  truth;  never  were 
men  so  well  fitted  for  their  duties,  when  turned  out;  better  fitted,  by  far, 
than  the  croakers  who  spend  their  time  in  belittling  the  graduate  and 
the  dental  college  from  which  he  came;  never  were  the  schools  so  well 
prepared  to  train  men  for  the  proper  performance  of  their  duties. 

If  these  complainants  could  look  back  and  see  themselves  as  they 
were  at  the  time  of  starting  in  practice,  and  would  consider  how 
infinitely  superior  are  the  graduates  of  to-day,  they  would,  we  believe, 
have  little  to  say.  It  is  rare  for  a  man  now  to  enter  practice  without 
having  first  completed  his  entire  college  course,  while  formerly  it  was 
not  unusual ;  in  fact,  it  was  the  more  usual  thing  to  start  right  out  after 
the  first  course  and  attempt  to  perform  operations  upon  which  clinical 
instruction  had  not  yet  been  received.  When  we  consider  that  the 
first  course  was  usually  devoted  to  anatomy,  physiology,  chemistry, 
and  a  very  little  mechanical  dentistry,  the  impropriety  of  entering  prac- 
tice with  such  slight  qualifications  is  manifest.  These  spasmodic  at- 
tacks upon  the  graduate  are  productive  of  no  good,  and  place  the 
younger  members  of  the  profession  in  an  embarrassing  position.  We 
have  met  very  few  young  men  who  have  shown  arrogance  or  disrespect 
to  their  more  experienced  brethren ;  we  have  found  them  ready  to  learn, 
and  glad  of  an  opportunity  to  exchange  the  store  of  their  knowledge 
for  the  advice  and  counsel  of  their  elders. 

The  dental  colleges  turn  out  the  best  that  can  be  done  with  the  mate- 
rial sent  them.  They  cannot  make  a  brilliant  dentist  of  a  man  when 
the  man  himself  is  at  fault ;  he  may  pass  the  entrance  examinations  suc- 
cessfully, and  yet  be  incapable  of  evoluting  into  a  skilful  dentist. 

Many  men  miss  their  calling;  they  are  just  as  likely  to  miss  it  in 
dentistry  as  in  anything  else,  and  if  the  colleges  properly  perform  their 
part  of  the  contract,  we  see  no  reason  why  they  should  be  held  to  blame. 
While  much  has  been  written  regarding  the  requirements  for  entrance, 
a  great  deal  has  been  said  that  is  not  possible  of  practical  application 
under  existing  conditions;  the  ideas  set  forth  by  most  writers,  if  put 
into  application,  would  prevent  many  really  good  men  from  entering 


34 


THE  PRACTICE   BUILDER 


dentistry — many  who  would  grace  the  profession,  advance  its  interests, 
and  by  their  abiHty  develop  the  still  latent  public  confidence  in  the  true 
standing  of  dentistry. 

To  apply  many  of  these  theories  would  be  to  protect  both  the  com- 
petent and  the  incompetent  practitioners  already  established,  and  to  pre- 
vent anyone  else  entering  practice.  This  is  a  most  unhealthy  view  of 
the  matter,  and  one  which  cannot  be  too  early  corrected. 

We  should  not  expect  men  entering  colleges  of  dentistry  to  present 
credentials  indicating  a  higher  mental  training  than  do  those  entering 
medicine  or  the  ministry,  but  we  should  expect  them  to  give  evidence 
of  training  equal  to  that  possessed  by  candidates  for  either  of  these; 
and  we  are  of  the  opinion  that,  taken  on  an  average,  the  students  of 
dentistry  will  make  quite  as  good  a  showing  as  the  students  of  the  older 
professions. 

Of  late  years  we  are  more  and  more  receiving  into  the  ranks  men 
qualified  by  education  of  a  superior  character — men  who  have  had  the 
advantages  of  extended  preparation  in  the  college  and  university.  Such 
advantages  cannot  be  overestimated ;  bringing,  as  they  do,  to  dentistry 
a  trained  mind,  fitted  by  years  of  study  for  close  application  and  under- 
standing of  the  dry  and  at  times  uninteresting  facts  of  scientific  investi- 
gation, they  are  enabled  to  progress  logically,  untrammelled  by  a  lack 
of  familiarity  with  those  things  which  are  a  source  of  continual  trouble 
to  the  student  less  fortunate  in  preliminary  education. 

In  anatomy,  physiology,  etc.,  a  knowledge  of  Latin  and  Greek  is 
of  very  great  advantage,  for  in  these  the  derivatives  are  used  in  con- 
nection with  every  important  part  of  study.  To  the  man  with  a  pre- 
liminary education,  embracing  a  knowledge  of  these  languages,  these 
studies  are  greatly  simplified,  because  he  does  not  need  to  memorize  a 
long  list  of  unintelligible  names  that  have  no  meaning  to  him,  and  which 
he  often  readily  forgets. 

The  broader  a  man's  preliminary  education  has  been,  the  broader, 
it  may  be  accepted,  will  his  chances  for  professional  preference  become, 
because  he  is  on  an  equality  with  the  best  educated  men  in  any  com- 
munity in  which  he  may  locate,  and  is  capable  of  attracting  to  himself, 
by  reason  of  his  superior  preliminary  and  professional  training,  the 
representative  individuals  of  his  locality. 


THE  PRACTICE   BUILDER 


35 


Another  matter  often  spoken  of  is  that  which  relates  to  a  term  of 
pupilage  under  a  preceptor,  by  young  men  intending  to  study  dentistry, 
to  enable  them  to  be  more  familiar  with  the  routine  of  work,  and  to  ap- 
preciate more  understandingly  the  lectures  and  clinics  of  the  schools. 
It  is  the  opinion  of  many  practicing  dentists  that  such  preliminary 
training  is  of  very  great  advantage,  but  we  think  that  under  present 
conditions  such  advantage  is  very  greatly  overestimated.  In  the  ma- 
jority of  cases  the  time  spent  by  the  pupil  in  a  dental  office  was  from 
one  to  five  years,  and  the  greater  portion  of  this  time  was  employed  in 
the  performance  of  minor  duties,  with  very  little  opportunity  for  per- 
forming operations  in  filling  teeth,  or  any  of  the  mechanical  work  in 
the  laboratory  that  called  for  any  degree  of  skill ;  while,  at  the  same  time, 
it  was  not  convenient  for  the  preceptor  to  instruct  him  in  the  various 
processes  involved  in  their  performance;  and  it  is  not  right  to  permit  a 
student  to  perform  operations  of  any  kind  upon  the  teeth  without  hav- 
ing received  the  appropriate  training  in  anatomy,  physiology,  etc. 

We  think  it  is  usually  a  waste  of  time  on  the  part  of  a  young  man 
to  enter  the  office  of  a  dentist  with  a  view  of  staying  a  year  or  more,  and 
learning  little  beyond  the  simplest  duties  of  a  routine  practice.  If  the 
dentist  were  paid  $ioo  or  $200  for  a  year  of  instruction,  he  could  afford 
to  give  the  young  man  some  of  his  time  in  preparing  him  for  college, 
and  the  student  could  be  made  more  valuable  to  his  preceptor  for  the 
outlay  of  time  and  money;  and  when  he  entered  college  he  could  take 
hold  of  all  that  work  which  may  require  manipulative  dexterity,  with 
hands  and  fingers  trained  by  familiarity  with  the  work  to  be  done. 

So  far  as  the  colleges  are  concerned,  it  is  probable  that  they  find  a 
man  just  as  acceptable  when  he  has  not  been  with  a  preceptor  as  when 
he  has,  with  some  exceptions.  If  the  preceptor  was  a  graduate  of  the 
school  to  which  the  student  applies,  it  would  be  an  advantage,  because 
he  would  use  the  methods  of  operating,  etc.,  which  he  had  received 
from  his  professors;  but,  if  the  student  applies  to  another  college,  he 
would  have  been  better  ofif  without  the  preceptor,  because  he  will  have 
to  unlearn  a  great  deal,  and  begin  with  the  modes  of  operating  which 
are  in  vogue  in  that  institution. 

It  is  the  business  of  the  dental  college  to  train  men  for  dentistry, 
•  and  thousands  to-day  who  never  had  the  advantage  of  a  preceptor  have 


36  THE   PRACTICE   BUILDER 

become  skilful  operators.  The  professors  find  it  easier  to  instruct  a  man 
who  has  not  become  confirmed  to  one  idea,  or  to  one  particular  mode  of 
doing  this  or  that. 

Dentists  frequently  receive  inquiries  from  men  for  advice  concern- 
ing the  adoption  of  dentistry  as  a  profession,  many  of  whom  have  no 
appreciation  of  the  requirements  and  no  knowledge  of  the  dilBculties. 

Some  of  these  have  good  educations  and  would  be  a  credit  to  den- 
tistry, but  most  of  them  labor  under  the  impression  that  dentistry  is  a 
nice,  easy  business,  and  that  the  dentists  are  all  making  money  rapidly 
and  taking  life  easily. 

Many  of  them  have  tried  a  half  dozen  vocations  with  more  or  less 
success  (generally  less),  and  finally  have  come  to  the  conclusion  that 
dentistry  would  be  just  the  thing  for  them ;  they  think  they  could  learn 
it  in  a  short  time,  because  they  don't  have  to  know  about  anything  but 
the  teeth;  and,  as  they  admire  a  nice  operation  in  filling,  or  a  finely 
constructed  piece  of  bridge  work,  they  think  only  of  the  large  fee  paid 
and  the  short  time  in  which  the  operation  was  done,  and  the  compara- 
tive ease  with  which  it  was  performed,  ignorant  of  the  preceding  patient 
study  and  labor  in  the  various  departments  of  training,  extending  over 
far  greater  territory  than  that  which  embraces  a  knowledge  of  the  teeth 
alone.  They  do  not  consider  the  various  studies,  but  may  ask  about 
how  much  it  costs  to  become  a  dentist,  or  how  long  it  takes  to  graduate. 

If,  perchance,  one  of  these  young  men  enters  a  college,  the  three 
years  of  constant  study  and  application  necessary  before  he  is  consid- 
ered capable  of  entering  upon  his  duties  and  performing  even  the  simple 
operations  which  he  has  admired,  are  discouraging  to  him;  and  many 
and  many  a  man  has  dropped  out  of  the  schools,  admitting  his  unfitness 
for  the  life.  Considering  the  time  and  money  spent  in  acquiring  a 
knowledge  of  our  profession,  it  should  not  be  wondered  at  that  many 
prefer  another  vocation ;  for  the  same  amount  of  money,  and  the  same 
time  applied,  would  have  sufificed  to  thoroughly  establish  them  in  other 
pursuits  wherein  far  greater  returns  could  be  received  for  the  outlay. 

The  concentration  upon  one  subject,  the  devotion  necessary  to  the 
attainment  of  distinction,  and  the  life  of  habitual  confinement,  are  not 
repaid  in  financial  appreciation  in  dentistry  as  in  other  callings. 

But,  to  one  possessed  of  requisite  qualifications,  endowed  by  nature 


THE  PRACTICE   BUILDER 


37 


and  education  with  the  abihty  to  surmount  its  difficuhies,  dentistry 
offers  inducements  of  professional  success  and  financial  appreciation 
that  will  well  repay  him,  and  waits  with  open  arms  to  receive  him. 

The  man  whose  early  education  has  been  neglected,  or  who  has  been 
brought  up  in  surroundings  mentally  and  morally  opposite  to  those  in 
force  in  the  sphere  of  life  in  which  he  will  exist  as  a  professional  man, 
will  find  the  lack  of  teaching  in  his  youth  and  the  habits  formed  in  his 
early  associations  to  have  become  so  much  a  part  of  him  that  he  can 
with  difficulty  eradicate  them.  Such  habits  are  likely  to  become  so 
firmly  fixed  that  they  continually  remind  those  with  whom  he  may  be 
thrown  of  the  unfortunate  training  of  his  youth;  these  things,  of  course, 
act  against  his  professional  standing,  and  the  opinion  of  his  patrons  is 
likely  to  be  affected  by  their  knowledge  of  his  unfortunate  lack  of  early 
advantages. 

It  is  written  that  "  A  faithful  man  shall  abound  with  blessings,  but 
he  that  maketh  haste  to  be  rich  shall  not  be  innocent."  The  faithful 
student  of  dentistry  will  surely  find  his  reward;  if  not  in  material  pros- 
perity, it  will  come  in  the  acquisition  of  culture,  the  consciousness  of 
duty  well  performed,  and  in  the  final  approbation  and  "  Well  done!  "  of 
the  great  JNIaster  when  his  work  shall  be  ended. 

There  are  some  very  important  facts  which  have  a  direct  bearing 
upon  the  responsibilities  of  the  student,  and  which  may  properly  be 
considered  in  this  connection,  since  the  sooner  they  are  realized  the 
better. 

Life  at  its  longest  is  short.  What  is  to  be  done  should  be  done  in 
earnest.  Time  is  precious.  Opportunities  are  limited.  Money  is  val- 
uable. No  one  is  justified  in  squandering  money,  or  neglecting  his 
opportunities  or  wasting  his  time. 

If  a  student  has  no  settled  plans  for  the  future,  it  would  be  well,  at 
least,  to  give  the  matter  careful  consideration,  and,  if  possible,  decide 
upon  a  course  of  action  which  will  be  congenial  and  worthy  of  his  best 
endeavors;  and  it  should  be  remembered  that  the  better  he  is  qualified 
for  it,  the  more  likely  will  he  be  to  succeed.  Those  who  are  best  edu- 
cated for  their  calling  (other  things  being  equal)  invariably  take  the 
highest  positions.  The  acquisition  of  knowledge,  although  requiring 
close  application  and  often  laborious  study,  seldom  fails  to  afford  the 


38  THE  PRACTICE   BUILDER 

student  real  pleasure  and  substantial  profit.  Knowledge  is  varied,  and 
is  not  to  be  obtained  wholly  from  books.  Much  benefit  may  be  derived 
from  the  study  of  human  nature.  Much  of  our  success  in  life  depends 
upon  the  faculty  of  pleasing  and  being  pleased.  A  person  of  gloomy, 
sullen  disposition  not  only  renders  himself  miserable,  but  makes  all 
with  whom  he  associates  uncomfortable;  while,  in  the  case  of  a  person 
who  is  genial  and  frank,  his  good  nature  becomes  infectious  and  secures 
for  him  the  warmest  admiration  and  afifection.  The  amenities  of  life 
should  be  cultivated.  Politeness  is  a  cheap  accomplishment  which  pos- 
sesses a  magic  power.  Gentlemanly  conduct  is  always  in  place,  and 
never  more  so  than  in  the  professional  man.  Vulgar  language  and  bad 
manners  are  always  out  of  place.  They  are  the  result  of  ignorance  and 
ill-breeding,  and  should  be  abandoned  at  once.  "  Diligence  is  the 
mother  of  good  fortune."  Patient,  persevering  efforts  surmount  diffi- 
culties, and  fit  the  student  for  surmounting  obstacles  in  his  profes- 
sional life. 


Dental  Legislation 

"  The  law,  which  is  the  perfection  of  reason  " 

In  this  book  we  are  concerned  with  the  subject  of  dental  legislation 
only  so  far  as  it  treats  of  the  enactment  of  measures  for  the  protection 
of  the  dental  profession  against  incompetent  men,  the  protection  of  the 
public  in  a  similar  respect,  and  legal  safeguards  for  the  dentist  as  to 
compensation  for  his  labor. 

The  history  of  modern  dentistry,  as  practiced  in  the  United  States 
and  England,  shows  that  in  its  beginning  it  was  a  science  of  which 
the  elements  were  little  known.  Each  dentist  evolved  ideas  suitable  to 
his  individual  needs,  because  at  that  time  no  authoritative  system  of 
practice  was  in  vogue;  dentistry  was  followed  largely  as  a  secret  art; 
each  dentist  kept  to  himself  what  he  knew,  carefully  hiding  from  his 
contemporaries  the  various  means  by  which  he  attained  success  in  his 
operations,  and  by  which  he  secured  an  exclusive  clientele. 

Learning,  as  they  did,  by  experience  rather  than  by  scientific  inves- 
tigation; being  without  the  aid  of  colleges,  societies,  or  journals,  they 
were  empirics,  and  objected  to  legislative  measures  prohibitive  of  em- 
piricism. Their  disapproval  was  based,  in  many  instances,  upon  the 
fact  that  they  would  have  to  divulge  the  processes  by  which  they  had 
attained  prominence,  and  thus  give  to  other  dentists  the  opportunity 
of  adopting  them,  and  of  gaining  an  equally  wide  reputation.  Those 
possessed  of  superior  manipulative  dexterity,  who  had  in  their  keeping 
the  potent  methods  which  had  attracted  to  them  a  high-class  practice, 
had  all  the  work  to  which  they  could  possibly  attend ;  and  they  contin- 
ually railed  at  those  practitioners  less  fortunate  than  themselves  in  abil- 
ity and  prestige. 

The  first  law  in  the  United  States  to  regulate  the  practice  of  den- 
tistry was  enacted  in  Alabama  in  1841.  Although  there  were  probably 
more  inefficient  dentists  in  Alabama  than  in  any  other  State,  it  was  the 

39 


40  THE  PRACTICE   BUILDER 

first  to  put  into  effect  an  ordinance  for  the  suppression  of  irregular  prac- 
titioners; and  this  was  done  more  to  extirpate  the  latter  than  to  elevate 
the  standard  of  dental  education. 

After  this  time  dentistry,  by  reason  of  the  establishment  of  colleges 
of  dentistry,  enjoyed  a  period  of  prosperity  and  advancement  which  had 
not  been  dreamed  of,  and  it  was  accorded  a  standing  among  the  pro- 
fessions to  which  its  rapid  progress  and  development  justly  entitled  it. 
The  number  of  schools  multiplied  as  the  demand  for  them  was  evidenced 
by  an  increasing  number  of  students,  and  much  more  acceptable  men 
were  noticeable  among  those  entering  the  ranks. 

State  after  State  secured  legislation  for  the  protection  of  the  public 
and  the  profession,  until  at  present  nearly  all  have  laws  requiring  prac- 
ticing dentists  to  have  diplomas  from  reputable  dental  colleges,  or  to 
have  passed  examinations  before  a  board  of  examiners  appointed  by 
the  Governor;  or  both  conditions  may  be  exacted  in  some  States,  and 
failure  to  comply  with  these  is  punishable  by  imprisonment  or  fine,  or 
both. 

One  of  the  laws  most  recently  put  into  effect  is  that  of  the  State  of 
New  York.  This  law  has  several  features  which  have  met  with  serious 
objections  from  many  prominent  men  all  over  the  countrv-,  as  well  as  in 
New  York.  It  is  conceded  by  all  that  dental  education  and  legislation 
are  factors  of  the  greatest  interest  to  all  practitioners,  and  those  con- 
cerned in  the  development  of  dentistry  upon  a  broad  plane.  The  sub- 
jects are  mutual  in  the  interests  involved,  and  where  one  possesses  feat- 
ures which  are  not  in  accord  with  the  other,  a  lack  of  harmony  results 
which  affects  the  interests  of  both  and  impedes  the  progress  for  which 
both  are  putting  forth  their  best  efforts. 

So  long  as  legislative  measures  are  for  the  benefit  of  the  public  they 
cannot  fail  of  hearty  acceptance;  but  when  they  become  operative  for 
the  benefit  of  the  few,  or  when  sections  indicate  a  tendency  to  protect 
those  who  are  already  established  and  to  prevent  others  from  establish- 
ing themselves,  they  become  dangerous. 

So  long  as  they  aim  at  higher  qualifications  for  practitioners,  they 
are  beneficial  to  dentistry  and  to  the  community;  but  when  they  grant 
to  the  Board  of  Regents  the  powers  which  have  been  vested  in  that  body 
in  New  York  State,  they  become  obnoxious  and  questionable. 


THE  PRACTICE   BUILDER 


41 


One  clause  of  this  law  gives  to  the  Board  of  Regents  power  to  sus- 
pend for  a  limited  season  from  practice,  or  to  revoke  license  uncondi- 
tionally, for  unprofessional  or  immoral  conduct,  gross  ignorance,  or  in- 
efficiency. When  laws  deprive  a  person  of  the  means  of  livelihood, 
except  where  it  is  proved  that  the  pursuit  of  a  calling  by  an  individual 
is  a  menace  to  public  health,  life,  or  morals,  such  legal  enactments  be- 
come subjects  for  most  serious  consideration;  in  accordance  with  our 
free  institutions  such  a  procedure  cannot  be  permitted  without  a  trial 
by  jury,  because  the  common  law  gives  this  right.  A  clause  in  this  law 
reads : 

"  The  Board,  in  connection  with  the  Regents,  shall  frame  rules 
from  time  to  time  for  the  regulation  of  their  own  proceedings,  and  for 
the  examination  of  candidates  for  license  to  practice  dentistry."  It  is 
believed  by  editors  of  dental  journals  occupying  the  highest  place,  that 
to  put  such  power  into  the  hands  of  men,  even  of  the  highest  integrity, 
is  an  innovation  so  radical  that  a  question  of  its  legality  may  well  be 
raised. 

Says  the  Cosmos  :  "  Let  us  by  all  means  throw  every  possible  safe- 
guard around  our  professional  fabric  and  exclude  from  it  the  incom- 
petent, the  inefficient,  and  the  immoral ;  but,  in  doing  this,  see  to  it  that 
no  injustice  is  done  by  excluding  the  worthy.  To  vest  a  board  of  den- 
tal examiners  with  absolute  power  to  make  law ;  to  fix  the  destiny  of  men 
without  let  or  hindrance;  to  establish  their  rules  of  government  and 
their  own  standards  of  education ;  a  law  that  directs  that  they  shall  sat- 
isfy themselves,  without  providing  for  appeal,  is,  in  our  opinion,  not 
only  improper  legislation,  inequitable  and  unjust,  but  it  implies  a  degree 
of  infallibility  upon  the  part  of  the  board  which,  in  the  present  stage  of 
human  weakness  and  frailty,  is  hardly  warrantable.  Such  laws  should 
be  replaced  by  legislative  enactments  more  in  harmony  with  the  fairness 
and  equity  which  characterize  our  American  institutions." 

We  refer  the  reader  to  the  Dental  Cosmos  of  July,  1895,  wherein 
the  law  is  given  in  full.  We  also  call  attention  to  the  short  term  of  notice 
which  is  given  to  practitioners  of  the  intention  of  those  in  authority  to 
put  into  effect  measures  of  this  character.  Many  students  were  attend- 
ing the  dental  schools  at  the  time  of  this  enactment,  who  had  intended 
practicing  in  their  native  State;   but,  by   reason  of  the   sudden  notice 


42 


THE   PRACTICE   BUILDER 


ami  inability  to  comply  with  its  financial  requirements,  these  were  de- 
prived of  a  right  to  practice  in  that  State ;  while  many  men,  protected 
by  this  law,  who  are  already  in  practice,  could  not  give  such  evidence 
of  ability  as  those  men  who  were  barred  out.  A  greater  interval  should 
be  allowed  from  the  time  such  a  law  is  formulated  before  it  is  put  in 
force,  because  undue  haste  is  unfair  to  all  who  may  be  concerned. 

The  protection  of  health  and  life  require  far  more  vigorous  efforts 
on  the  part  of  framers  of  dental  laws  than  those  which  they  expend  in 
attempting  to  restrict  practice.  We  refer  to  the  need  for  more  stringent 
legislation  in  the  matter  of  nostrums  and  their  use  in  the  extraction  of 
teeth.  The  frequency  w'ith  which  fatalities  have  occurred  in  the  past 
would  seem  to  demonstrate  the  necessity  for  such  laws.  The  wide- 
spread administration  of  cocaine  for  this  minor  operation,  by  those  who 
have  no  knowledge  of  its  properties  as  a  drug,  should  cause  a  halt  as  to 
its  employment,  inasmuch  as  the  records  show  that  the  conditions  which 
limit  its  safe  use  are  by  no  means  clearly  defined.  It  is  certain  cocaine 
has  a  narrow  limit  of  safety,  even  when  the  drug  is  accurately  com- 
pounded and  given  in  proper  doses;  and  the  use  of  secret  preparations 
in  which  the  proportion  is  not  definitely  known,  or  in  which  the  pres- 
ence of  the  drug  is  denied,  should,  we  believe,  be  considered  nothing 
less  than  criminal,  and  should  call  for  the  enactment  of  measures  cov- 
ering the  case. 

Those  familiar  with  this  subject  are  aware  that  this  drug  is  used  al- 
most as  freely  as  so  much  water  would  be,  if  the  latter  were  efifective  for 
the  same  purpose  in  the  extraction  of  teeth,  and  that  it  is  used  by  men 
totally  ignorant  of  its  properties  or  action;  and  these  stragglers  serve 
to  hold  up  the  entire  profession  to  disgrace.  Those  practitioners 
who  do  not  employ  cocaine  should  aid  in  suppressing  the  tendency  for 
the  wholesale  extraction  of  teeth,  by  favoring  the  passing  of  such  laws 
as  would  take  from  unworthy  individuals  the  right  to  the  use  of  a  drug 
which  they  do  not  even  understand. 

The  use  of  cocaine  is  in  many  cases  the  chief  mode  of  attracting 
patronage,  because  the  work  of  the  larger  number  of  these  men  is  con- 
fined chiefly  to  the  extraction  of  teeth  and  the  insertion  of  artificial  ones. 
When  it  is  used  by  competent  practitioners,  with  full  knowledge  of  its 
properties,  we  believe  that  it  has  never  been  abused;  but  when  in  the 


THE  PRACTICE   BUILDER 


43 


hands  of  incompetent  men  accidental  death  ensues,  those  who  are  re- 
sponsible are  deprived  usually  of  the  support  of  their  confreres  and  are 
treated  without  mercy  by  a  jury. 

The  dentist  is  not  given  the  same  protection  against  the  public  that 
the  public  is  given  against  the  dentist;  especially  is  this  true  in  the  mat- 
ter of  contentions  arising  over  the  settlement  of  book  accounts.  Thou- 
sands of  dollars  are  yearly  turned  over  to  the  profit  and  loss  account 
that  should  be  paid;  probably  no  other  profession  loses  so  much,  except 
the  medical  fraternity.  The  physician,  however,  loses  only  his  time 
and  energy,  while  the  dentist  loses  not  only  his  time  and  energy,  but 
most  expensive  materials — the  precious  metals,  gold  and  silver;  while 
the  cost  of  maintaining  his  office  is  much  larger  than  that  of  the  phy- 
sician. 

In  many  cases  he  makes  appointments  for  the  performance  of  work, 
which  are  not  kept;  and  he  cannot  always  charge  for  his  loss  of  time, 
especially  in  the  smaller  towns,  because  of  danger  of  giving  offence, 
and  many  of  those  who  apply  to  him  come  several  miles  from  the 
country.  However,  the  law  gives  to  the  dentist  the  right  to  charge  for 
lost  time,  because  he  relies  upon  his  office  hours  for  support,  and  he 
cannot  always  fill  the  time  by  an  appointment  with  another  patient. 
No  one  will  care  to  make  a  claim  where  only  a  small  amount  is  involved; 
but  when  persons  make  arrangements  to  have  work  done  requring  the 
use  of  expensive  materials  and  methods,  the  dentist  is  protected  and 
can  collect  the  full  amount.  For  complete  information  on  these  points 
we  refer  the  reader  to  "  Dental  Jurisprudence  "  (Rehfuss). 

More  trouble  is  experienced  by  dentists  in  regard  to  accounts 
against  those  who  are  wearing  artificial  teeth  than  for  any  other  opera- 
tion; after  the  person  once  gets  the  teeth  there  is  a  tendency  to  take  all 
the  time  he  wishes  before  settling  the  bill;  and  when  one  expresses 
dissatisfaction,  he  is  inclined  not  to  pay  at  all.  When  work  is  paid 
for  promptly,  on  completion,  no  complaint  is  likely  to  be  heard;  but,  if 
the  bill  remains  unsettled,  the  dentist  may  be  sure  that  there  will  be 
some  complaint,  and  he  will  find  that  the  best  thing  to  do  is  to  obtain 
part  payment  at  the  start,  and  try  to  get  the  teeth  into  his  possession, 
presumably  for  some  alteration  in  the  plate;  then  he  will  discover  that 
the  patient  will  manage  to  obtain  the  money  in  order  to  regain  the 


44 


THE   PRACTICE   BUILDER 


teeth,  and  he  may  rest  assured  that  he  will  hear  no  further  about  pain 
or  a  poor  fit. 

When  a  person  wears  a  denture  for  a  reasonable  length  of  time 
without  paying,  the  dentist  is  warranted  in  taking  measures  to  force 
payment,  because  the  law  recognizes  that  retaining  the  work  is  pre- 
sumptive evidence  of  its  being  all  right,  and  it  is  so  ruled. 

The  fees  recoverable  by  dentists  are  in  proportion  to  the  services 
rendered;  when  a  certain  fee  is  stipulated,  he  can  recover  it  in  full;  when 
no  price  is  agreed  upon,  he  can  recover  a  reasonable  compensation,  de- 
termined by  the  charges  usually  made  by  other  dentists  for  similar  ser- 
vices. Eminent  practitioners  may  charge  more  than  less  prominent 
ones  can,  because  it  is  taken  for  granted  that  the  patient  employs  him 
with  a  knowledge  of  the  diflfercnce  in  ability. 

It  is  required  by  law  that  dentists  keep  an  accurate  record  of  their 
operations  and  the  fees  charged  for  the  same,  to  be  entered  at  the  time 
they  are  performed,  or  they  cannot  be  accepted  in  evidence. 


Location 

"  A  local  habitation  and  a  name  " 

It  is  remarkable  how  few  young  men,  when  in  college,  have  any  idea 
where  they  will  locate  for  practice.  This  matter  seems  usually  to  be 
left  for  consideration  until  after  they  have  been  graduated,  and  many 
have  arrived  at  no  deiinite  decision  after  having  been  out  of  school  for 
several  months.  This  is  better  than  being  in  a  hurry  and  getting  in 
the  wrong  place.  It  is  the  most  important  step  in  a  young  man's  life, 
after  he  has  been  graduated,  and  it  is  well  for  him  to  study  the  situation 
carefully.  Dentists  are  not  in  the  habit  of  changing  frequently,  and, 
if  a  man  succeeds  in  building  a  large  practice,  he  would  be  foolish  to 
leave  it,  because  he  has,  when  established,  a  source  of  revenue  which  is 
his  as  long  as  he  is  worthy  of  it,  something  that  is  the  equivalent  of  an 
established  business  in  any  other  vocation,  with  the  added  advantage  of 
always  being  his  own  master;  the  dentist  is  in  his  own  domain  a  czar; 
his  will  is  law ;  no  one  can  dictate  to  him  in  any  way ;  he  is  answerable 
to  no  one  on  any  point  concerned  in  the  conduct  of  his  business. 

In  selecting  a  location,  one  should  be  governed  by  the  kind  of  com- 
munity— manufacturing,  agricultural,  mining,  etc. — as  well  as  by  cli- 
mate, geographical  position,  and  its  peculiarities  as  to  general  health, 
not  forgetting  one  most  important  point:  "  Does  the  community  need 
another  dentist?  "  "  Is  it  supplied  with  good  dentists?  "  "  Are  those 
already  in  practice  capable  of  performing  operations  in  accordance  with 
the  most  recent  modes?  " 

By  referring  to  the  table  of  statistics,  we  find  that  the  distribution 
of  dentists  is  pretty  nearly  even  throughout  the  country ;  and  that  where 
some  cities  show  a  greater  number  of  people  than  others  in  the  average 
of  population  to  each  dentist,  the  explanation  may  be  that  these  cities 
have  a  large  population  which  is  not  acceptable  to  dentists  for  patron- 
age.   Take,  for  instance,  Omaha,  Neb.,  with  a  population  of  140,000, 

45 


46  THE   PRACTICE   BUILDER 

and  25  dentists,  makings  an  average  of  5,600  to  each,  while  Washington, 
D.  C,  with  a  population  of  270,000,  and  226  dentists,  has  an  average 
population  to  each  dentist  of  1,194,  and  we  will  find  that  the  patronage 
of  the  1,194  to  the  Washington  dentist  is  as  profitable  as  the  5,600  to 
the  Omaha  dentist.  This  is  explained  by  the  fact  that  in  Omaha  there 
are  thousands  of  foreigners,  for  whom  the  dentist  is  not  called  upon 
to  render  services,  except  for  the  removal  of  ofYending  teeth;  but  in 
Washington  the  population  is  composed  more  of  the  cultivated  class; 
it  becomes  a  case  of  ciuality,  not  quantity. 

Most  young  men  with  whom  the  writer  has  been  thrown  in  associ- 
ation at  the  time  they  were  thinking  of  establishing  themselves  in  prac- 
tice, were  anxious  to  start  out  in  life  either  in  a  very  large  city  like  New 
York,  Philadelphia,  or  Chicago,  or  else  to  go  West. 

But  if  the  young  man  will  stop  to  consider,  he  will  see  that  if  he 
starts  in  a  large  city  it  will  take  him  a  great  many  years  to  make  any 
headway;  he  cannot  make  his  salt  for  the  first  two  years;  he  will  be  in 
competition  with  hundreds  of  men  of  established  reputation ;  he  cannot 
hope  to  attract  a  clientele  of  a  character  worthy  of  his  training  in  a  year 
or  two;  without  occupation  for  two  or  more  years  his  time  will  be  lost; 
and,  with  no  receipts  and  many  disbursements,  the  outlook  will  be  cold 
and  dreary.  Even  if  he  has  friends,  he  must  remember  they  have  inter- 
ests of  their  own.  and  however  anxious  they  may  be  to  see  him  suc- 
ceed, they  cannot  give  their  time  toward  aiding  him  to  an  acquaintance 
with  their  friends.  If  he  does  become  acquainted  with  a  large  circle 
of  people,  these  persons  are  not  anxious  to  intrust  their  teeth  to  the 
care  of  an  untried  man,  who  has  given  no  evidence,  so  far  as  they  know, 
that  he  has  ever  done  good  work.  He  must  take  what  he  can  get,  and 
in  most  instances  this  is  very  little. 

At  present  the  work  of  dentists  in  the  larger  cities  is  becoming  spe- 
cialized, and  the  people  are  aware  of  it :  so  that,  when  one  is  in  need  of 
an  operation  for  the  correction  of  irregular  teeth,  he  goes  to  a  specialist, 
and  a  skilful  worker  in  bridge  work  is  sought  by  another  in  the  need 
of  service  of  this  class.  The  tendency  to  specialism  robs  a  young  man 
of  opportunity  to  become  familiar,  by  daily  contact,  with  the  more  un- 
usual work  expected  of  the  dentist.  His  rent  is  higher  than  in  smaller 
cities,  his  living  expenses  are  more,  and  the  hundreds  of  ways  that  pre- 


THE  PRACTICE  BUILDER  47 

sent  themselves  for  spending  money,  with  the  thousand  and  one  things 
that  in  city  hfe  continually  divert  a  man's  mind  from  his  work — all 
contribute,  so  far  as  mental  expansion  and  professional  growth  are  con- 
cerned, to  make  the  beginning  of  a  man's  career  in  a  large  city  exceed- 
ingly undesirable. 

If  the  young  men  of  the  present  day  would  combat  the  tendency 
to  go  to  the  great  centres  of  population,  and  cast  their  lines  in  the 
smaller  cities,  it  would  be  better  for  the  people  they  serve  and  better 
for  themselves.  The  young  man  who  possesses  energy  and  ability, 
and  the  wisdom  to  locate  in  a  small  city  and  remain  there,  is  to  be 
envied;  in  so  doing  he  shows  a  clear-sightedness  which  is  lacking 
in  many;  it  makes  no  difference  how  well  qualified  he  may  be, 
nor  how  well  he  could  serve  the  best  element  in  a  large  city,  it 
would  avail  him  naught  if  he  went  thither  and  could  not  apply  what 
he  knew. 

It  must  be  remembered  that  a  man  must  work  right  from  the  start, 
after  having  finished  his  college  training,  to  enable  him  to  get  the  full 
value  of  his  own  abilities,  to  test  them,  and  to  make  his  mistakes;  for 
he  will  blunder,  and,  if  he  does  this  in  a  large  city,  it  will  hurt  him  far 
more  than  it  will  in  a  smaller  one,  because,  if  he  makes  mistakes  on  the 
very  persons  who  are  the  foundation  of  his  practice,  his  prospects  are 
affected  right  from  the  beginning  by  undesirable  influences. 

In  the  smaller  cities  the  happiest  kind  of  a  life  is  before  him.  With 
a  more  limited  field  than  in  a  vaster,  and,  to  him,  more  meaningless, 
city,  he  can  concentrate  his  efforts  and  cement  his  connections  in  a  way 
that  would  be  impossible  elsewhere ;  with  honest  dealing  as  his  watch- 
word, every  step  he  takes  is  noticed.  Every  advance  counts  just  so 
much  for  him.  He  is  in  direct  touch  with  the  people  who  make  up  the 
life  of  the  town;  he  grows  with  the  community,  and  in  time  becomes 
part  of  its  best  life,  and  the  degree  of  his  success  depends  only  upon 
his  own  efforts  and  opportunities.  In  a  few  years  he  is  in  possession 
of  a  paying  practice,  whereas,  if  he  had  located  in  a  large  city,  he  would 
have  neither  a  practice  of  much  account  nor  the  chance  of  advance- 
ment. The  best  chances  for  success  and  happy  living  lie  in  the  smaller 
cities,  and  not  in  the  greater  ones,  where  the  successes  of  the  few  are 
constantly  being  heard  of,  but  the  failures  of  thousands  are  not  told. 


4S  THE  PRACTICE   BUILDER 

It  is  always  so  in  life;  we  hear  much  of  success,  and  the  failures  are  care- 
fully hidden  from  observation. 

The  quality  of  intellectual  life  in  the  smaller  cities  astonishes  one 
who  finds  it  for  the  first  time.  And  the  secret  of  it  lies  in  the  fact  that 
people  in  these  have  more  time  for  the  cultivation  of  the  mind,  and  for 
the  gratification  of  mental  tastes.  People  come  closer  to  each  other, 
and  their  amusements  are  more  satisfying,  more  harmonious.  Some- 
thing more  than  material  instinct  enters  into  their  lives.  A  social  gath- 
ering in  these  places  is  as  pleasant  in  its  naturalness  and  freedom  from 
conventionalities,  as  a  similar  entertainment  in  a  large  city  is  obnoxious 
on  account  of  its  superficiality  and  formality. 

A  majority  of  those  dentists  now  in  possession  of  the  most  lucrative 
practices  began  their  professional  lives  in  small  towns,  because  they 
realized  that  there  was  the  best  chance  for  mental  growth,  for  profes- 
sional expansion,  and  the  acquisition  of  an  income. 

No  more  prominent  instance  of  the  wisdom  of  beginning  profes- 
sional life  in  a  small  city  can  be  given  than  that  of  Thomas  W.  Evans, 
now  of  Paris,  France.  Dr.  Evans,  in  the  beginning  of  his  career,  lo- 
cated in  a  small  lumbering  town  in  Wisconsin.  He  possessed  superior 
training  for  his  life  work,  and  could  undoubtedly  have  taken  his  place 
among  the  better  class  of  dentists  in  any  city.  However,  he  chose  to 
locate  in  the  Wisconsin  town,  where  he  attracted  no  particular  atten- 
tion as  a  dentist,  and  spent  a  good  ])art  of  his  time  with  dog,  gun,  and 
rod,  hunting  and  angling  in  the  neighborhood.  All  this  time  he  was 
preparing  himself  for  his  opportunity  when  it  should  present  itself. 
We  next  hear  of  him  in  Paris,  whither  he  had  gone  at  a  time  when 
few,  if  any,  American  dentists  had  established  themselves  abroad. 
Shortly  after  making  his  residence  there  a  royal  wedding  was  to  take 
place  between  a  crown  prince  and  a  princess ;  the  crown  prince  became 
afifected  with  a  maddening  pain  that  drove  him  nearly  frantic,  and 
caused  fears  to  be  expressed  as  to  whether  the  marriage  could  take 
place  at  the  appointed  date.  Dr.  Evans  being  sent  for,  after  the  court 
physician  had  failed  to  afford  relief,  went  to  the  residence  of  the  prince, 
and,  upon  entering  the  room  where  he  was  walking  about  with  pain, 
was  met  by  a  horrible  odor  emanating  from  the  mouth  and  nose  of  the 
patient;  the  latter  begged  the  doctor  to  do  everything  in  his  power  to 


THE   PRACTICE   BUILDER  ^g 

Stop  his  sufferings.  Doctor  Evans  ordered  the  unfortunate  young  man 
to  go  into  the  corner  and  stand  on  his  head;  such  an  order  to  the  prince 
caused  his  attendant  to  look  with  amazement  upon  the  doctor;  but  the 
prince,  crazed  with  pain,  did  as  he  was  directed,  and,  upon  standing  on 
his  head,  a  flow  of  pus  came  from  the  nostrils,  fiUing  the  room  with 
an  unspeakable  odor.  With  the  outlet  of  the  offending  matter,  the 
prince  experienced  great  relief,  and,  after  appropriate  treatment  of  the 
Antrum  of  Highmore  (for,  as  we  have  already  recognized,  this  was  the 
seat  of  difficulty),  the  prince  was  restored  to  health,  and  the  marriage 
took  place. 

The  man  who  locates  in  the  small  city  will  become  a  better  all- 
around  dentist  in  less  time  than  the  man  who  locates  in  the  large  one, 
because  lie  will  get  the  work  to  do;  the  man  in  the  large  city,  at  the 
start,  finds  that  the  desirable  class  has  already  been  in  charge  of  dentists 
of  repute  for  many  years ;  people  will  not  change  to  an  untried  man  with- 
out cause;  if  they  decide  to  change,  it  will  not  be  to  go  to  an  unknown 
man,  but  to  one  who  has  been  established  for  years. 

If  he  should  decide  to  locate  in  a  rural  community,  that  is  to  say, 
in  a  town  having  a  population  of  i,ooo  to  3,000,  he  will  find  that,  if  he 
is  possessed  of  proper  ability,  he  can  make  just  as  much  money  in  such 
a  town,  with  its  tributary  population — provided  there  be  not  more  than 
one  other  dentist  there — as  he  could  in  a  town  of  8,000  to  12,000  people, 
having  seven  or  eight  dentists.  He  will  be  known  to  the  community 
in  less  time  than  he  could  be  in  a  town  of  larger  size.  He  will  have  op- 
portunity to  perform  a  wider  range  of  work  than  he  could  expect  in  a 
larger  town,  w^hile  at  the  same  time  he  can  keep  as  closely  in  touch 
with  all  that  concerns  the  advance  of  dentistry  through  his  journals. 
Nor  must  he  think  that  all  the  plugs  are  in  the  country  practices,  for 
they  are  not ;  there  are  as  many,  if  not  more,  poor  workmen  in  the  large 
cities  as  in  the  small  cities  and  towns. 

If  a  man  is  poorly  qualified  for  his  work  and  does  not  give  satis- 
faction, the  fact  wnll  become  known  more  quickly  than  it  will  in  a 
large  city;  the  people  communicate  such  things  more  rapidly  in  a 
small  town;  they  consider  that  they  have  a  right  to  discuss  and  dissect 
one  whom  they  employ  in  a  professional  capacity,  whether  it  be  min- 
ister, physician,   lawyer,   or  dentist,   and  those  who   know   anything 


50  THE   PRACTICE   BUILDER 

at  all  about  it  know  that  the  dentist  sometimes  gets  more  than  his 
share. 

In  the  larger  cities,  as  we  have  said,  an  incompetent  man  is  safer 
than  in  a  small  city,  and  we  have  seen  poorer  work  from  the  ordinary 
men  there  than  we  have  from  the  ordinary  men  in  the  small  town.  At 
the  same  time,  the  finest  dental  work,  and  the  possessors  of  the  highest 
degree  of  skill,  are  to  be  found  in  the  large  cities;  and  this  is  but  natural, 
for  here  only  can  a  really  skilful  man  receive  the  financial  appreciation 
which  is  the  stimulus  of  his  endeavors,  and  it  is  only  natural  that  the 
best  men  should  be  found  where  they  are  most  appreciated.  Here  only 
can  they  have  a  large  number  of  really  desirable  patrons. 

]\Iany  young  men  enter  practice  in  a  community  where  it  is  neces- 
sary for  them  to  travel  from  one  small  place  to  another  at  frequent 
intervals;  these  localities  are  usually  so  small  that  they  are  not  able  to 
support  a  dentist  unless  he  takes  in  a  territory  extensive  enough  to  give 
him  as  many  patrons  as  would  make  a  constituency  in  a  town  of  or- 
dinary size.  While  he  has  the  same  opportunity  to  gain  a  wide  acquaint- 
ance w'ith  unusual  operations,  he  secures  fees  usually  above  those  which 
obtain  in  towns.  So  far  as  actual  profit  is  concerned,  we  believe  that 
these  men  are  in  receipt  of  better  cash  returns  than  those  which  reward 
the  man  who  practices  exclusively  in  his  ofBce.  The  work  is  more  dif- 
ficult because  of  the  lack  of  facilities  for  reaching  his  patients;  and  the 
undesirable  feature  of  having  to  drive  from  place  to  place  is  not  specially 
inviting  to  many,  but  when  the  remuneration  is  sufHcient  to  compensate 
for  these  things  most  men  are  willing  to  overlook  them. 

Another  field  which  seems  most  alluring  to  young  men  is  found  in 
foreign  countries;  almost  every  place  on  the  globe  being  considered 
good  for  dentists — England.  France,  Germany,  Russia,  Spain,  Italy, 
Austria,  Turkey,  India,  Egypt,  China,  Japan,  and  South  America — all 
these  offer  to  young  men,  as  they  think,  unusual  attractions.  In  the 
first  place,  a  young  man  should  consider  what  a  residence  in  any  of  these 
countries  means  to  him :  what  is  the  character  of  the  population ;  what 
it  would  avail  him  if  a  country  had  a  population  of  four  hundred  millions, 
and  the  people  did  not  have  their  dental  outfits  cared  for.  What  good 
would  it  do  a  man,  for  instance,  to  go  to  China,  if  the  people  had  no  use 
for  him  or  did  not  propose  to  make  use  of  him?    Then,  there  is  the  Ian- 


THE   PRACTICE   BUILDER 


51 


guage  of  the  people ;  while  a  dentist  can  ordinarily  perform  almost  any 
dental  work  without  speaking  a  word  to  the  patient,  he  could  not  do  so 
in  a  foreign  country,  by  reason  of  the  people  having  no  knowledge  of 
dentistry,  w'ith  the  exception  of  the  Caucasian  residents  and  the  higher 
class  natives;  then  the  climate  may  be  such  that  he  would  not  care  to 
adapt  himself  to  it,  or  he  might  not  even  have  the  opportunity  to  do  so 
before  his  demise.  The  isolation  from  his  usual  mode  of  life,  and  the  fact 
that  he  can  have  little  or  no  opportunity  for  social  intercourse,  are  rea- 
sons which  are  sufficient  to  prevent  most  men  from  going  to  distant 
countries.  But  the  fact  remains,  however,  that  nearly  all  that  has  been 
done  in  the  interest  of  dentistry  and  in  the  enlightenment  of  the  people 
of  foreign  countries  has  been  done  by  American  dentists  resident  in 
those  lands ;  men  who  went  there  and  opened  the  way  when  the  art  com- 
prehended nothing  more  than  the  extraction  of  aching  teeth,  and  the 
employment  of  such  remedies  and  primitive  methods  as  came  within  the 
ken  of  the  native  dentists  or  artisans. 

The  amount  of  money  which  practicing  dentists  are  said  to  make  in 
foreign  countries,  if  reports  are  true,  would  bewilder  the  most  pessi- 
mistic individual  who  ever  lived ;  the  charges  that  are  said  to  be  made 
for  work  are  enormous.  The  writer  numbers  among  his  acquaintances 
men  who  have  practiced  in  Hong  Kong,  China;  Rio  Janeiro,  Brazil, 
and  capital  cities  of  many  other  lands;  and  his  talks  with  them  have  led 
him  to  understand  that  the  statements  which  find  their  way  into  the 
dental  journals  are  wide  of  the  mark.  A  great  many  men  living  in  this 
country  are  anxious  to  create  the  impression  that  they  are  making  a 
great  deal  more  money  than  they  really  are,  and  do  not  hesitate  to  add 
from  50  per  cent,  to  100  per  cent,  to  the  figures  which  represent  their 
yearly  incomes;  and  so  it  is  that  these  reports  of  foreign  success  become 
exaggerated,  with  this  difference,  i.  e.,  we  can  generally  verify  or  dis- 
prove the  statements  of  those  who  misrepresent  thiftgs  here,  while  it  is 
difficult  or  impossible  to  do  so  with  those  who  live  abroad.  One  thing 
that  is  noticeable,  though,  with  those  who  go  abroad,  is  that  so  many  of 
them  come  back;  this  is  surprising  in  the  face  of  the  statements  that 
dentistry  is  so  profitable  in  these  foreign  countries.  Most  of  us  can  call 
to  mind  one  or  more  instances  where  men  have  spent  several  years 
abroad,  to  finally  return  to  their  native  land  and  begin  over  again  in 


52  THE  PRACTICE   BUILDER 

practice,  no  better  off,  apparently,  in  finances,  by  their  long  sojourn  in 
other  countries.  This  should  serve  as  a  warning  to  those  thinking  of 
going  abroad.  The  loss  of  income  incident  to  a  failure  to  establish  one's 
self  in  a  foreign  country  is  nothing  compared  to  the  loss  of  time. 

To  a  man  without  capital  and  without  practical  experience,  one  of 
the  best  things  to  do,  if  he  can,  is  to  secure  a  position  with  an  estab- 
lished practitioner.  Here,  without  expense,  he  can  apply  his  theory, 
can  use  all  that  he  has  learned  in  college,  without  having  the  running 
expenses  of  an  office  to  pay  for,  while  at  the  same  time  he  receives  suit- 
able pay  for  his  work.  This  alone  would  well  repay  him  for  his  time, 
but  the  best  part  is  that  he  is  constantly  under  the  eye  of  his  employer, 
to  whose  interest  it  is  to  see  that  everything  is  done  according  to  a 
proper  mode.  Thus  he  is  able  to  make  his  mistakes  where  they  cannot 
do  him  future  harm;  or  better  still,  he  is  prevented  from  making  mis- 
takes at  all.  After  a  period  of  experience  of  this  kind,  he  is  ready  to 
engage  in  practice  for  himself,  when  he  can  enter  it  with  assurance  born 
of  experience — verified  experience.  He  can  learn  a  great  deal,  even  if 
he  enters  an  office  conducted  on  the  advertising  plan  in  one  of  the  large 
cities,  because  here  he  learns  to  work  rapidly,  and  rapid  work  is  de- 
sirable, so  long  as  it  does  not  interfere  with  doing  good  work. 

Some  of  the  finest  work  is  done  in  many  of  the  large  advertising 
offices  in  the  large  cities;  for,  while  there  is  usually  not  more  than  one 
really  expert  operator  in  the  establishment  to  supervise  the  work,  this 
one  does  such  good  supervising  that  the  results  speak  highly  for  his 
skill.  The  pay  may  not,  in  many  cases,  be  very  alluring,  but  the  chances 
for  gaining  experience  while  doing  a  great  deal  of  work  for  somebody 
else  repays  better  than  money. 

Whether  taking  advantage  of  one  of  the  opportunities  which  fre- 
quently present  themselves  for  buying  out  a  practitioner  is  a  good  plan 
for  a  graduate,  is  a  matter  which  deserves  our  attention,  as  it  is  not 
settled  that  the  plan  is  a  really  good  one.  In  the  dental  journals  of  any 
issue  we  may  find  that  anywhere  from  fifteen  to  twenty  practices  are 
offered  for  sale,  with  varying  inducements,  prices,  and  reasons  for  sell- 
ing. There  may  be  instances  in  which  the  sale  of  a  practice  may  be  all 
right,  but  we  incline  to  a  belief  born  of  experience  that  the  procedure 
is  questionable;  we  have  many  reasons,  some  of  which  we  here  present. 


THE  PRACTICE   BUILDER 


53 


No  man  is  willing  to  give  something  for  nothing;  and,  when  buying 
a  dental  practice,  you  must  remember  that,  unless  you  know  all  about 
the  history  of  the  office,  and  know  of  your  own  knowledge  that  the 
practice  is  all  that  is  claimed  for  it,  you  cannot  expect  to  get  a  good 
practice  without  paying  just  about  what  it  would  cost  you  to  build  a 
practice  of  your  own  to  the  same  magnitude.  In  buying  a  practice, 
you  must  consider  the  seller's  reputation  as  a  dentist  and  as  a  private 
citizen;  you  must  know  whether  his  patients  have  faith  in  his  ability, 
and  if  he  is  abreast  with  other  dentists  in  the  same  place  in  matters  of 
professional  import. 

You  want  to  know  if  the  practice  is  getting  better  or  if  it  is  going 
down ;  and,  if  it  is  going  down,  you  want  to  know  the  reason.  Again, 
can  you,  in  buying  a  practice,  buy  the  continued  patronage  of  those 
who  constitute  its  clientele?  A  man  may  be  able  to  sell  his  practice, 
but  he  may  not  be  able  to  sell  his  patients ;  they  go  where  they  choose, 
and,  if  a  new  man  enters  the  office,  one  whom  they  do  not  know  and  of 
whose  abilities  they  have  not  heard,  they  are  more  likely  to  go  to  an- 
other well-known  dentist  in  the  same  town  than  to  go  to  the  new  man 
in  the  old  office.  In  buying  an  office,  a  man  is  often  expected  to  do  over 
again  some  work  which  his  predecessor  had  done,  and,  if  the  predecessor 
had  a  reputation  for  doing  work  that  was  none  of  the  best,  the  reputation 
is  likely  to  stick  to  the  establishment.  But,  on  the  contrary,  if  the  an- 
tecedents of  the  practice  prove  to  be  satisfactory  and  the  prospective 
purchaser  believes  that  the  price  is  reasonable,  that  the  owner  can  trans- 
fer to  him  a  share  of  his  patronage,  and  that  he  will  assist  in  making 
him  favorably  acquainted  with  his  clients,  he  would  be  wise  to  buy; 
for,  when  he  is  installed,  he  will  find  that  people  will  come  who  have 
been  patronizing  the  office  for  years,  and  he  will  have  that  much  of  a 
start;  and,  if  he  does  good  work  for  those  who  come,  he  already  has 
their  influence  on  his  side. 

Shall  a  young  man  enter  practice  in  his  native  town?  This  is  a  very 
important  question  to  many  young  men.  Hundreds  of  those  who  at- 
tend college  have  hopes  of  entering  practice  in  their  own  towns,  but 
are  not  just  sure  as  to  the  propriety  of  so  doing.  On  this  point  we 
have  this  to  say :  It  depends  a  great  deal  on  the  young  man.  If  through- 
out his  life  he  has  borne  a  good  name,  and  during  his  school  days  was 


54  THE  PRACTICE   BUILDER 

Studious  in  his  habits  and  conducted  himself  properly,  and  was  a  clean 
young  man.  those  who  grew  up  with  him,  and  who  will  in  manhood  and 
womanhood  help  make  up  his  practice,  will  remember  it  and  say  to 
themselves  that  he  would  in  all  probability  make  a  good  dentist;  and 
they  would  be  right.  If,  on  the  contrary,  in  his  youth  he  was  frivolous 
and  changeable,  and  lacked  studious  habits,  and  was  an  habitue  of  the 
billiard-room,  or  spent  his  evenings  in  the  back  room  of  a  saloon,  play- 
ing cards  and  idling  away  the  precious  hours,  the  people  would  come  to 
know  of  it  and  think  of  it  when  he  engaged  in  practice,  and,  when  in 
need  of  the  dentist's  services,  they  would  be  very  careful  to  go  to  some- 
one else;  then  is  the  time  he  wishes  he  had  used  his  opportunities  to 
better  advantage.  A  wide  acquaintance  and  extensive  friendship  is  a 
most  potent  element  in  successful  practice,  and,  provided  the  man  is 
well  (jualified,  are  aids  to  advancement  which  it  is  very  important  to 
have.  On  general  principles,  however,  we  arc  of  the  opinion  that  most 
men  will  do  better  in  the  long  run  by  locating  almost  any  place  else  than 
at  home,  except  in  those  instances  where  the  dentist  was  raised  in  a 
large  city  and  he  has  decided  to  go  back  there  after  a  term  of  practice 
in  a  small  city.  There  are  many  undesirable  things  about  entering 
practice  in  one's  own  town,  which  are  apparent  to  everyone  who  in- 
dulges in  the  expectation  of  practicing  in  the  town  that  knew^  him  in  his 
youth.  Among  them  may  be  mentioned  undesirable  acquaintances, 
formed  with  no  intention  of  continuing  them. 

Partnerships  in  dentistry,  while  seen  rarely  in  the  large  cities,  are 
often  found  in  the  small  cities.  There  may  be  some  advantages  in  this 
arrangement,  but  we  believe  the  disadvantages  more  than  counteract 
them.  When  two  men  are  associated  in  a  practice  partnership,  the 
expense  of  running  the  ofifice  is  lessened  by  the  rent,  and  other  expenses 
in  proportion ;  the  actual  running  expense  of  the  ofifice  being  not  more 
than  that  which  is  necessary  to  operate  an  ofifice  for  one  man.  Some- 
times a  division  of  the  work,  by  one  doing  operating  and  the  other  the 
plate  w^ork,  is  conducive  to  the  best  results,  as  each  man  doing  one  thing 
all  the  time  can  do  that  more  thafi  ordinarily  well.  The  one  great  ob- 
jection to  a  partnership  finds  expression  in  the  query:  Can  two  men  in 
one  ofifice  attract  the  patronage  that  tw^o  men  in  two  ofifices  could? 
We  believe  not.    We  never  knew  a  partnership  practice  to  be  double 


THE  PRACTICE  BUILDER 


55 


that  of  one  other  practice.  Another  point  is  that  when  one  of  them  loses 
a  chent  the  other  loses  him,  because  he  will  not  care  to  change  dentists 
in  the  same  ofhce,  but  will  seek  services  elsewhere. 

Of  late  years  we  hear  much  of  professional  association  in  the  large 
cities,  and  our  acquaintance  with  the  plan  leads  us  to  favor  it  most 
highly.  We  cannot  speak  too  highly  of  it  as  a  means  of  introduction 
into  practice.  The  usual  plan  is  something  as  follows :  A  dentist  having 
a  large  clientele  among  the  most  exclusive  class  in  a  large  city,  having 
a  large  demand  for  his  work,  accepts  into  an  association  with  himself 
a  young  man  for  a  period  of  three  or  five  years.  The  advantages  of  this 
procedure  can  be  seen  at  a  glance.  The  dentist  has  much  of  the  labor 
taken  from  his  shoulders  without  the  work  being  slighted  in  any  way, 
and  without  any  chance  for  loss  of  practice.  To  the  young  man  the  as- 
sociation is  of  inestimable  value ;  it  allows  him  to  enter  at  once  upon  the 
duties  involved  in  conducting  the  highest  class  practice  with  a  man 
accustomed  to  its  patronage — one  competent  to  conduct  it  according 
to  the  highest  accepted  standard  of  progressive  dentistry,  with  a  full 
knowledge  of  its  present  and  future  requirements,  and  with  a  proper 
appreciation  of  the  code  of  ethics. 

The  arrangements  which  are  usually  made  to  perfect  an  associa- 
tion demand  from  the  younger  man  his  time  and  talent  for  a  period  of 
years,  or  so  much  money  for  the  privilege  of  the  association,  and,  after 
the  expiration  of  the  stipulated  time,  he  is  at  liberty  to  open  an  ofifice 
for  himself  and  take  with  him  those  patients  who  have  a  preference  for 
him.  In  some  cases,  where  the  person  with  whom  he  associates  himself 
is  advanced  in  years  or  is  desirous  of  retiring  from  active  practice,  fa- 
vorable arrangements  are  made  for  the  continuance  of  the  young  man 
in  the  practice.  Many  young  men  in  New  York  and  other  large  cities 
have  thus  stepped  into  the  most  desirable  practices  in  the  land ;  nor  is 
the  plan  infrequently  applied;  it  is  being  used  in  many  ifistances  in  all 
of  the  large  cities.  Given  an  eminent  dentist,  with  whom  a  thoroughly 
educated,  ambitious,  and  industrious  dentist  may  be  permitted  to  asso- 
ciate himself,  the  latter  by  this  contact  will  become  polished  and  his 
chances  for  professional  preferment  be  very  much  enhanced,  and  his 
capabilities  materially  aided  in  their  development. 

Above  all  things,  do  not  go  into  a  city  of  less  than  75,000  or  100,000 


56  THE  PRACTICE   BUILDER 

and  open  an  office  to  be  operated  under  a  style  and  title  similar  to  that 
which  is  used  by  establishments  in  the  large  cities,  such  as  New  York 
Dental  Parlors,  or  one  named  after  some  local  anaesthetic.  People  are 
suspicious  of  such  institutions  in  small  cities,  and  they  are  rarely  op- 
erated with  profit  in  cities  having  a  population  less  than  that  which  we 
have  indicated.  Depending  for  their  patronage  on  a  transient  class, 
usually  desiring  no  further  service  than  extracting  or  plate  work,  it 
must  be  seen  that  the  small  cities  cannot  have  a  patronage  large  enough 
to  support  these  offices. 

Taking  for  granted  now  that  the  intending  practitioner  has  decided 
which  course  he  will  pursue,  we  will  consider  the  office  location  of 
those  who  propose  entering  into  their  duties  independently  of  partner- 
ships, associations,  and  similar  affiliations. 

In  the  smaller  cities,  and  even  in  the  larger  ones,  there  is  always  one 
side  of  the  street  which  is  used  much  more  by  the  people  than  the  other 
side.  It  is  often  well  to  have  an  office  on  the  best  side  of  the  street.  A 
corner  building  is  desirable  when  it  is  a  prominent  one,  or  the  office 
is  over  a  drug  store,  but  it  is  not  desirable  when  it  has  an  outside  en- 
trance only.  The  entrance  should  be  always  from  the  inside — that  is, 
from  a  nice  stairway.  In  the  large  cities  the  use  of  elevators  does  away 
with  any  need  for  discussion  of  this  point,  and  it  makes  no  particular 
difference  how  high  up  the  office  may  be.  There  should  be  good  light, 
without  which  it  would  be  almost  impossible  for  one  to  conduct  his 
business.  There  should  be  a  good  supply  of  water,  and  the  toilet  ar- 
rangements should  be  complete.  The  ventilation  should  be  perfect. 
For  light,  the  southern  and  eastern  exposures  are  most  preferred.  The 
north  light  is  clear  and  steady,  but  not  strong,  and  in  the  short  days  of 
the  winter  months  and  in  cloudy  weather  its  defects  are  clearly  notice- 
able. The  east  is  a  good  morning  light,  but  is,  of  course,  weak  toward 
the  close  of  the  day.  when  one's  eyes  are  tired  and  when  the  best  light 
is  most  to  be  desired.  A  west  light  is  the  most  undesirable,  because 
in  the  morning  it  will  be  weak,  and  will  be  bad  in  the  afternoon,  unless 
protected  from  the  sun's  rays  by  a  thin  white  curtain. 

If  possible,  the  office  should  have  three  rooms — an  operating-room, 
a  reception-room,  and  a  laboratory — each  distinct  from  either  of  the 
other  rooms.    The  plan  of  having  all  in  one  room  is  very  undesirable^ 


THE  PRACTICE   BUILDER  57 

and,  if  it  can  possibly  be  avoided,  it  should  not  be  done;  where,  how- 
ever, only  two  rooms  are  to  be  had,  the  operating  chair  should  be 
properly  screened  from  the  reception-room  by  an  artistic  screen.  And. 
the  laboratory  should,  when  the  other  room  is  large  enough,  be  parti- 
tioned off  to  permit  the  use  of  part  of  the  room  as  an  impression-room,, 
and  for  the  performance  of  such  work  as  does  not  properly  come  within, 
the  scope  of  the  operating-room. 

The  location  to  be  selected  depends  upon  the  size  of  the  town  or 
city.  In  a  town  of  the  smallest  size  up  to  one  of  80,000,  it  is  usually  best, 
to  have  an  office  in  the  business  part  of  the  city,  unless  one  thinks  he 
can  command  a  residence  practice  in  the  residence  quarter.  The  latter 
is  not  always  the  best  course  to  pursue  unless  the  city  is  a  very  large 
one,  when  it  is  the  very  best,  especially  in  the  great  metropolises.  We- 
note  that  the  most  prominent  dentists  in  the  large  cities  were  in  prac- 
tice for  years  in  the  remote  sections  of  the  city,  the  residence  section, 
of  those  whose  business  happened  to  be  in  the  heart  of  the  city;  and  we 
also  note  that,  having  practised  thus  for  several  years,  they  then  re- 
moved to  a  wealthy  district  in  the  best  section  of  the  city,  where,  by 
their  known  ability,  they  are  able  to  take  their  already  acquired  patron- 
age, and  their  new  location  speaks  well  for  their  ability,  because  no  one 
but  a  man  with  a  large  and  fashionable  class  of  patrons  could  afford  to^ 
have  an  office  in  such  a  locality. 

In  selecting  an  office  in  an  office  building,  it  is  well  to  have  the  very- 
best  that  can  be  had,  because  a  dentist's  practice  is  altogether  a  consult- 
ing practice,  and  those  in  need  of  his  services  must  always  go  to  him;: 
he  should,  therefore,  see  to  it  that  his  office  is  most  conveniently  lo- 
cated for  ease  of  access.  He  should,  if  possible,  see  to  it  that  the  build- 
ing in  which  he  proposes  to  open  an  office  is  one  of  the  best,  if  not  the 
very  best,  in  the  town.  Even  if  he  does  not  think  he  can  afford  the  rent 
asked,  he  certainly  expects  soon  to  be  able  to  do  so,  and,  unless  it  is 
very  much  in  excess  of  that  paid  by  other  dentists  in  the  same  locality,, 
we  believe  he  would  be  warranted  in  paying  it. 


Selection  of  Outfit 

"  Sc'Ar/  xuith  care,  you'll  need  it  all  your  life  " 

In  the  selection  of  an  outfit,  much  judgment  should  be  exercised. 
The  purchaser  should  always  bear  in  mind  one  fact — that  he  will  in  all 
probability  never  have  occasion  to  buy  another  outfit,  so  that  he  should 
buy  with  such  good  taste  that  he  need  never  regret  his  purchase.  He 
should  not  overdo  anything,  but  in  all  the  essential  features  of  worth  he 
should  have  the  best. 

The  operating  chair  should  be  the  best  that  money  will  buy.  It  is 
in  constant  use,  and  should  afiford  the  patient  a  position  of  ease  and 
comfort;  the  head-rest  should  be  adjustable  to  any  angle  that  an  oper- 
ator might  reasonably  recjuire.  The  back  should  be  readily  changeable, 
to  meet  the  demands  of  tall  and  short  persons.  The  seat  should  be  com- 
fortably large,  and  the  arm-rests  so  adjusted  as  to  make  the  position 
of  the  patient  one  of  comfort.  The  foot-rest  ought  to  be  easily  changed 
to  suit  tall  and  short  persons,  and  be  made  to  accommodate  children 
as  comfortably  as  grown  people.  The  chair  should  be  easily  raised  and 
lowered  from  a  point  high  enough  to  enable  the  operator  to  work  with 
ease  upon  distal  cavities  in  the  anterior  teeth,  and  in  such  cavities  as 
present  with  caries  most  extensive  upon  the  lingual  surface  of  the  an- 
terior superior  teeth.  The  Wilkerson  and  Columbia  meet  these  require- 
ments. 

The  cuspidor  should  be  of  the  best  kind,  highly  polished  and  nickel- 
plated,  so  as  to  render  it  easily  cleansed  and  kept  polished;  it  should 
be  preferably  made  so  that  the  patient  cannot  see  into  it.  This  does 
not  mean  that  it  can  be  kept  partly  filled  with  disagreeable  contents, 
but  that  it  shall  have  an  opening  so  arranged  that  the  patient  does  not 
need  to  see  into  it  every  time  he  has  occasion  to  use  it.  A  fountain 
cuspidor,  where  it  can  be  had  without  too  expensive  plumbing,  and 
where  the  water  is  of  good  quality,  is  one  of  the  most  desirable  features 

58 


THE  PRACTICE   BUILDER 


59 


of  the  operating-room.  The  cuspidor  is  always  clean,  by  reason  of  the 
running  water,  and,  with  the  glass  and  water  at  hand,  the  operator  is 
saved  much  trouble. 

The  bracket  should  also  be  the  best  that  can  be  had;  it  is  used  as  con- 
stantly as  the  chair,  and  its  manufacture  should  comprise  all  the  features 
essential  to  convenience  and  readiness  of  access.  It  should  contain 
all  the  instruments  necessary  to  the  operations  in  filling  teeth,  and  its 
top  should  be  large  enough  to  accommodate  the  alcohol  lamp,  plug- 
gers,  filling  materials,  and  appliances' used  to  start  the  operation  and 
complete  it. 

The  cabinet  is  a  most  important  piece  of  furniture,  and  should  pos- 
sess all  the  desirable  qualities.  Some  of  the  cabinets  manufactured  are 
miserably  deficient.  The  manufacturers  seem  to  be  aiming,  in  man}' 
cases,  to  put  too  much  into  little.  A  cabinet  should  have  appropri- 
ately arranged  compartments  for  the  different  filling  materials ;  for  the 
various  appliances  in  use  for  polishing,  etc. ;  drawers  for  such  tools  as 
shears,  dam  punches,  rubber-dam  holders,  mallets,  threads,  bibulous 
paper,  etc.  There  should  be  room  for  the  larger  bottles  that  contain 
medicines  which  are  not  disagreeably  odorous ;  places  for  forceps,  etc. 
It  is  not  necessary  for  it  to  have  compartments  to  hold  the  record  books, 
or  to  serve  as  a  writing  desk  when  not  in  use  as  a  cabinet,  so  that  those 
which  have  this  feature  should  be  changed  by  the  purchasers,  and  these 
places  used  to  store  necessary  articles. 

The  gas  outfit  should  be  of  a  good  design,  should  be  properly  orna- 
mented, and,  unless  there  must  be  economy  of  space,  we  advise  the 
metal  gasometer  in  preference  to  the  wall  outfit.  The  engine  is  another 
appliance  in  constant  use,  and  in  its  selection  care  should  be  taken  to 
see  that  only  the  best  be  purchased.  We  advise  the  cable-arm,  duplex 
spring,  and  slip-joint  attachment. 

In  electrical  appliances,  dentistry  is  becoming  rich  in  present  worth 
and  future  promise.  Electricity  as  a  motive  power  is  used  to  op- 
erate the  engine  and  laboratory  lathe;  to  operate  the  electrical  mallet; 
as  a  means  of  lighting  the  oral  cavity;  to  heat  water,  and  for  other 
uses,  including  Dr.  L.  E.  Custer's  continuous  gum  furnace,  electrical 
cabinet,  etc. 

In  fitting  the  laboratory,  a  good  vulcanizer  is  important.    We  prefer 


6o  THE  PRACTICE   BUILDER 

those  fitted  with  time  attachment  and  heat  regulator.  We  commend  the 
Edson  as  meeting  the  requirements  more  fully  than  others  with  which 
we  are  acquainted,  being  more  easily  operated  and  requiring  the  least 
attention. 

Dentists  are  in  the  habit  of  purchasing  large  numbers  of  instru- 
ments, many  of  which  are  either  useless  or  so  seldom  needed  that  in  a 
year  or  so  the  drawers  of  the  operating  cabinet  become  littered  with 
them.  Alany  appliances  which  prove  to  be  mere  fads  are  made  and  are 
bought  by  dentists,  only  to  be  laid  aside  after  a  short  term  of  use. 
Many  men  have  pluggers  enough  for  half  a  dozen  dental  offices;  it  is 
wholly  unnecessary  to  have  so  many ;  a  half  dozen  good  points  are  good 
enough  for  almost  any  good  operator;  the  less  points  he  has  the  better 
he  will  be  able  to  use  them ;  as  soon  as  he  loses  one  out  of  a  large  assort- 
ment he  is  at  a  disadvantage;  it  is  surprising  how  much  a  man  can  da 
with  one  point;  most  operators  have  a  favorite  point  with  which  they 
do  a  large  share  of  their  work. 

In  the  purchase  of  burs  many  go  to  extremes;  they  buy  every  imag- 
inable size  and  shape,  or  else  they  buy  too  few;  rapid,  sharp,  clean- 
cutting  burs  are  more  important  than  any  other  instrument;  upon  them 
depends  the  proper  preparation  of  the  cavity  of  decay,  and  upon  the 
proper  making  of  the  cavity  depends  largely  the  successful  insertion  and 
retention  of  the  filling  material.  There  are  too  many  sizes  and  shapes, 
of  burs — many  more  than  there  is  any  need  for.  The  two  best  cavity 
burs  are  the  dentate  fissure  bur,  of  which  three  sizes  are  usually  neces- 
sary, and  the  round  bur,  the  most  useful  of  all ;  it  is  the  most  economical 
as  well,  because  it  has  no  angle  blades  to  be  broken  and  can  be  used  so 
that  every  surface  of  every  blade  is  brought  into  play. 

In  plastic  instruments,  not  more  than  a  dozen  are  needed.  Flagg's 
set  fulfils  all  requirements  as  to  number  and  utility. 


Furnishing  the  Office 

"  Art  and  practical  titility  combined  " 

When  a  patient  enters  a  dental  office  for  the  first  time,  there  is  left 
on  the  mind  an  ineffaceable  impression  of  the  appearance  of  the  interior; 
this  is  especially  true  if  the  patient  is  a  woman.  If  the  place  has  an  air 
of  neatness  and  shows  evidence  of  refined  taste,  the  patient  will  be 
glad  to  have  selected  such  a  dentist  as  its  proprietor,  provided,  of  course, 
the  neatness  is  in  harmony  with  the  character  of  the  patient.  The  ap- 
pearance should  denote  the  character  of  the  man,  and  should  be  indica- 
tive of  success.  The  furnishings  should  not  only  be  selected  with  regard 
for  their  use,  but  also  in  accordance  with  his  finances. 

As  a  rule,  a  dentist's  necessary  expenses  are  out  of  all  proportion 
to  his  income.  Every  dentist  is  anxious  to  have  a  neatly  and  elegantly 
appointed  office,  but  at  the  beginning  this  is  not  required.  A  man 
should  not  put  himself  in  debt  at  the  start  for  the  sake  of  a  fine  office  in- 
terior; line  implements  for  work  are  more  important  than  luxurious  of- 
fices; besides  this,  it  would  be  a  waste  of  money  to  go  to  great  expense 
in  fitting  up  an  office  in  the  finest  style  in  a  community  where  the  dentist 
must  depend  on  a  mixed  practice,  because  many  of  those  applying  for 
service  will  not  appreciate  it.  Elegance  of  appointment  is  lost  on  such 
people;  besides  this,  if  they  go  into  an  office  much  better  than  they  have 
seen  before,  they  will  become  bewildered  and  suspicious;  they  will  think 
that  they  are  going  to  be  charged  for  the  furniture  as  well  as  for  the 
dental  work.  In  a  large  city  we  believe  a  finely  appointed  office  should 
be  had,  where  a  man  is  skilful  and  has  an  exclusive  practice  composed 
of  people  of  the  most  appreciative  sort. 

Dental  offices  are  often  altogether  too  gloomy  and  uninviting;  too 
little  regard  is  shown  for  the  comfort  of  the  patient;  the  surroundings 
are  rarely  so  arranged  as  to  take  his  mind  from  his  unpleasant  visit. 
People  do  not  visit  a  dental  office  because  they  like  to;  and  when  they 

6i 


62  THE   PRACllCE   BUILDER 

go  it  is  the  duty  of  the  dentist  to  make  the  call  as  pleasant  as  possible. 
There  should  be  no  display  of  instruments  that  can  be  avoided;  few  real- 
ize how  important  this  little  point  is.  Nervous,  impressionable  women 
are  tortured  by  the  mere  sight  of  instruments  that  are  to  be  used  in  the 
performance  of  the  work.  They  may  be  beautiful  specimens  of  their 
maker's  skill,  they  may  fairly  shine  with  their  plating  and  ornamenta- 
tion, and  may  be  very  beautiful  to  look  upon  as  specimens  of  the  manu- 
facturer's art,  but,  to  a  nervous,  sensitive  woman,  they  are  mere  pieces 
of  steel  invented  to  torture  her.  Keep  your  forceps,  excavators,  and 
pluggers  out  of  sight  just  as  much  as  you  can. 

In  the  reception-room  one  should  not  have  anything  displeasing  to 
the  sight;  especially  should  he  be  careful  to  have  nothing  that  displays 
the  fact  that  it  is  a  dental  oflfice,  such  as  engravings  or  colored  plates 
of  the  anatomy  of  the  head,  or  pictures  of  enlarged  sections  of  the 
teeth ;  they  are  unnecessary  to  the  dentist  and  repulsive  to  the  patient. 
The  walls  of  the  reception  and  operating  rooms  should  be  papered  in 
a  light  effect,  with  paper  of  the  best  quality,  of  such  a  tint  as  to  give  a 
bright  air  to  the  rooms,  besides  aiding  to  throw  the  reflected  light  to 
good  advantage  in  operating.  The  windows  should  be  large  and  ap- 
propriately curtained,  so  that  a  full  blaze  of  light  does  not  strike  the 
eyes,  and  so  that  incjuisitive  individuals  cannot  see  the  persons  in  your 
office  and  what  they  are  having  done.  The  carpet  should  be  of  good 
quality,  and  of  a  color  that  does  not  soil  readily  or  show  the  marks  of 
coal  when  that  is  used  for  fuel,  or  indicate  where  careless  persons  have 
entered  the  room  without  having  previously  removed  the  mud  from 
their  shoes. 

Outside  the  office  door  should  be  placed  mats,  which  most  sensible 
people  will  use.  The  walls  should  be  ornamented  with  beautiful  pict- 
ures; as  it  is  a  trait  of  human  nature  to  be  gratified  by  the  beauties  of 
art,  these  pictures  on  the  walls  of  dental  offices  should  be  such  as  to 
please  the  eye  and  appeal  to  the  finer  feelings.  They  may  be  tender — 
sentimental,  if  you  will — they  may  be  radiant  in  color,  warm  and  rich, 
beautiful  w^omen  and  noble  men.  They  should  not  be  those  pictures 
which  are  to  be  found  in  every  home  or  are  on  exhibition  in  every  deal- 
er's window,  for  such  have  lost  their  attractiveness  to  the  beholder  by 
having  been  seen  often  before.    The  pictures  ought  not  to  be  those  of 


THE  PRACTICE   BUILDER  63 

cows  standing  lazily  in  pools  of  water  under  broadly  arching  boughs  of 
grand  old  trees;  if  the  dentist  has  come  from  the  country,  he  need  not 
advertise  it  in  everything  he  does  or  owns.  It  is  no  disgrace  to  come 
from  the  country,  but  it  is  not  well  to  bring  the  aroma  of  the  farm-yard 
into  your  office;  patients  may  think,  too,  that  one  is  aiming  to  please  their 
provincial  tastes.  The  frames  should  be  worthy  of  their  pictures,  but 
overframing  is  not  desirable.  It  is  not  in  good  taste  for  the  dentist  to 
have  a  crayon  or  portrait  of  himself  in  his  office.  It  smacks  of  egotism 
and  is  offensively  self-assertive.  The  patients  will  probably  see  enough 
of  the  operator  to  satisfy  them,  and  will  pay  him  for  it.  He  should  not, 
therefore,  impose  his  counterpart  upon  them. 

Ornaments,  such  as  a  woman's  delicate  decorative  instinct  would 
suggest,  are  always  in  good  taste.  Busts,  statuettes,  and  the  like,  are 
pleasing  to  the  eye  and  add  a  charming  effect.  Potted  plants,  artificial 
or  natural,  arranged  with  regard  to  artistic  effect,  always  appeal  to 
the  ladies,  and,  when  appropriately  selected,  lend  an  air  to  the  office 
or  reception-room  which  makes  the  patient  forget  the  fact  of  being  in 
a  dental  office,  but  suggests  rather  a  place  where  it  would  be  pleasant 
to  tarry  for  awhile.  Whenever  curtains  can  be  judiciously  placed  so  as 
to  seem  to  serve  a  purpose,  it  is  well  to  use  them ;  as,  for  instance,  in  an 
archway  or  alcove,  they  add  richness  to  the  surroundings.  Canaries, 
if  they  are  good  singers,  make  a  dental  office  inviting;  springtime  and 
summer  are  perpetual  when  the  rich,  full  notes  of  songsters  are  heard. 
Ail  these  things  have  their  effect  not  only  on  the  waiting  patient,  but 
they  make  a  better  man  of  the  dentist ;  he  is  lifted  above  any  tendency 
to  despondency,  that  dread  distemper  of  men  engaged  in  work  that 
racks  the  nerves  and  makes  the  brain  reel. 

By  many  it  is  considered  bad  taste  to  display  diplomas  upon  the 
walls  of  the  reception  or  operating  rooms.  In  the  larger  cities,  to  do 
this  may  not  be  in  accord  with  the  strict  ethical  ideas  which  prevail 
among  prominent  men,  but  in  cities  of  average  size  and  under  many 
conditions  we  think  it  not  only  right  but  advisable  to  hang  the  diplomas 
where  they  can  be  seen  and  examined  by  those  to  whom  they  will  be 
interesting  evidences  of  ability.  There  can  be  no  wrong  in  giving  pa- 
trons an  opportunity  to  verify  their  opinion  that  the  dentist  is  qualified 
by  proper  professional  training.     One  should  show  his  colors,  stand 


^4  THE   PRACTICE   BUILDER 

by  tlicm,  and  live  up  to  them.  When  a  man  has  given  the  best  years 
of  his  hfe,  the  springtime  of  manhood,  rosy  with  hope  and  promise, 
to  the  attainment  of  mental  worth ;  when  he  has  labored  long  and  earn- 
estly in  the  acquisition  of  knowledge;  when  he  has  fortified  himself 
against  failure  by  years  of  preparation  for  the  pursuit  of  a  most  exact- 
ing vocation,  why  should  he  not  be  allowed  to  ornament  the  walls  of 
his  office  with  the  trophies  of  his  hard-won  victories?  Hang  them  up; 
their  presence  will  ever  serve  to  stimulate  to  endeavors  to  emulate  those 
at  the  head — the  ones  who  conferred  the  evidence  of  fitness  for  this  call- 
ing. Honor  them,  revere  them,  treasure  them,  they  are  noble  emblems 
of  prowess.  One  should  see  that  he  does  not  disgrace  them,  and  the 
preceptors  who  conferred  them,  by  conducting  himself  in  a  manner 
beneath  the  dignity  which  their  importance  merits. 

Still  another  reason  why  a  dentist  should  allow  his  diplomas  to 
adorn  the  walls  is  that,  no  matter  where  he  goes  to  practice,  he  will 
find,  after  he  has  become  established,  that  there  is  already  in  his  city  a 
veritable  horde  of  pretenders.  These  men  allow  their  pretensions  to  take 
the  form  of  assumed  titles.  J\Ien  who  have  either  never  seen  the  inside 
of  a  dental  college,  or  never  remained  long  enough  to  complete  the  full 
course  and  graduate  in  proper  form,  will  be  found  in  the  enjoyment  of 
every  privilege  and  right  that  the  regularly  graduated  dentist  has  earned 
by  hard  study  and  close  application,  by  years  of  time,  by  days  and  nights 
of  ceaseless  labor,  and  by  a  cost  of  thousands  of  dollars.  Upon  their 
signs  they  boldly  use  the  title  "  Dr.,"  and  some  even  go  so  far  as  to  use 
the  "  D.D.S."  The  public  is,  of  course,  the  great  sufiferer  by  this  lack 
of  honor;  it  has  no  way  of  knowing  that  these  individuals  are  using 
titles  which  they  have  not  earned.  Not  only  some  of  those  who  began 
practice  after  a  year  or  so  in  the  ofifice  of  another  dentist  do  this,  but 
often  men  who  have  passed  a  State  board  examination  assume  titles 
which  do  not  belong  to  them.  Thus  the  educated  dentist  is  robbed  of  an 
important  attribute  of  his  worth.  If  a  man  has  earned  his  title,  he  has  a 
right  to  expect  to  reap  from  its  use  its  distinctive  rewards.  If  a  man  is 
a  doctor  of  dental  surgery,  he  should  be  protected  in  the  use  of  his  title; 
if  he  is  not  a  D.D.S..  he  should  not  be  allowed  to  use  it,  because  such 
use  is  a  deception.  Who,  when  in  need  of  professional  advice,  would 
care  to  seek  the  service  of  an  impostor  in  medicine,  especially  if  he  were 


THE  PRACTICE  BUILDER 


65 


suffering  from  a  complicated  affection  of  a  delicate  organ?  Who  would 
care  to  employ  an  individual  possessing"  doubtful  credentials,  to  operate 
upon  the  delicate  muscles  of  the  eye?  People  who  would  not  allow 
imperfectly  educated  physicians  or  oculists  to  serve  them  should  be  just 
as  careful  to  select  a  dentist  in  whom  is  afforded  every  opportunity  to 
discriminate  between  the  competent  and  the  incompetently  educated. 

The  office  should  have  a  good-sized  mirror  placed  conveniently 
for  ladies  to  adjust  their  hair  and  hats.  A  hall-tree  should  be  provided, 
whereon  may  be  placed  hats,  sacques,  and  coats,  and  in  rainy  weather 
an  umbrella-holder  is  required.  Musical  instruments,  if  they  are  of 
fine  quality,  add  much  to  the  attractiveness  of  the  office,  but  it  is  ad- 
visable to  get  either  a  good  musical  box  or  none  at  all.  The  general 
furniture  of  the  office  should  be  in  accord,  so  far  as  quality  and  utility 
are  concerned,  with  other  appointments.  Enough  chairs  should  be  at 
hand  to  readily  seat  all  those  who  come,  but  care  should  be  taken  not 
to  overcrowd  the  rooms.  A  stationary  washstand  should  be  placed 
where  it  will  be  handy  for  the  operator,  and  be  readily  accessible  to 
the  patient. 

See  to  it  that  no  disagreeable  odor  pervades  the  room.  Never  let 
it  be  said  that  "  it  smells  like  a  dentist's  office."  It  is  not  necessary  to 
have  expensive  perfumes,  but  a  discreet  use  of  cologne  where  a  ten- 
dency to  malodor  is  noticed  will  offset  the  odors  of  the  medicine  bot- 
tles, which  latter  should  be  kept  in  a  special  case  and  tightly  closed  with 
ground-glass  stoppers. 

The  office  door  should  be  set  with  glass  instead  of  wooden  panels, 
and  on  the  glass  should  be  the  occupant's  name  and  profession,  together 
with  the  words  "  Entrance,"  or  "  Walk  in."  A  wooden  panel  to  a  door 
is  uninviting;  a  person  does  not  know  whether  it  is  proper  for  him  to 
walk  in  or  not,  whereas,  if  a  glass  door  is  used,  he  does  not  feel  that  he 
is  intruding  upon  the  privacy  of  the  inmates. 

At  the  foot  of  his  stairs  the  dentist  should  have  a  hanging  sign  of 
suitable  size,  not  too  large.  It  should  be  placed  so  as  to  be  easily  seen 
by  those  unfamiliar  with  the  locality,  but  no  attempt  should  be  made  to 
have  it  unduly  prominent.  Where  the  dentist  has  his  office  in  a  resi- 
dence portion  of  the  city  it  is  only  proper  for  him  to  use  a  name-plate  to 
announce  his  profession,  but  in  the  smaller  cities  it  is  customary  to  have 


66  THE   PRACTICE   BUILDER 

a  large  sign  suspended  from  tlic  second  story.  On  this  sign  it  is  only 
necessary  to  have  "  A.  B.  Blank,  Dentist,"  the  word  "  Dentist  "'  being  in 
larger  letters  than  the  other  words.  This  conveys  all  the  intelligence 
that  it  is  necessary  to  give  to  the  public. 

The  use  of  the  words  "  dental  surgeon,"  "  surgeon  dentist,"  "  oral 
surgeon,"  or  "  operative  dentist."  is  most  reprehensible.  It  sounds  too 
bombastic,  and,  inasmuch  as  there  are  no  such  recognized  titles  as 
dental  surgeon,  surgeon  dentist,  or  operative  dentist,  their  use  cannot 
be  encouraged.  Some  think  it  necessary  to  incorporate  into  their  signs 
a  representation  of  a  human  tooth,  or  else  a  hideous  attempt  at  an  imi- 
tation of  an  upper  denture.  This  is  a  most  antiquated  and  repulsive 
way  of  calling  attention  to  one's  profession. 

Many  make  a  practice  of  having  a  case  at  the  foot  of  their  stairs 
wherein  they  exhibit  a  basket  of  teeth  which  they  have  extracted,  or  in 
which  specimens  of  artificial  teeth,  crowns,  bridges,  and  gold  and  amal- 
gam fillings  are  shown.  Sometimes  the  presiding  genius  of  the  es- 
tablishment will  evolve  and  construct  a  wonderful  contrivance,  usually 
an  articulated  skull  operated  by  electricity  (having  fiery  eyes  at  night) 
so  adjusted  as  to  chatter  the  jaws  together  and  exhibit  the  perfect  ar- 
ticulation of  a  full  upper  and  lower  denture.  Nothing  could  be  more 
abhorrent  to  the  sensibilities  of  refined  women ;  nothing  could  be  con- 
ceived that  would  so  cause  children  to  look  upon  the  dentist  with  fear. 
It  is  not  necessary  to  have  a  sample  case  of  work  in  the  office,  nor  is  it 
professional  to  do  so.  The  exhibition  of  dental  work  is  not  in  good 
taste.  Such  means  of  attracting  attention  are  used  by  plumbers,  hair- 
dressers, and  those  in  pursuits  of  a  nature  that  require  a  variety  of  styles 
or  designs  to  enable  the  prospective  purchaser  to  choose  from  a  collec- 
tion.   The  dentist  has  no  merchandise  for  sale;  his  skill  is  his  stock. 

There  should  not  be  a  clock  in  the  reception  or  operating  room. 
The  patient  should  not  know  the  time,  unless  he  expresses  a  wish  to  that 
efTect,  when  the  operator  may  inform  him.  If  a  clock  stands  in  the 
reception-room,  and  the  caller  must  wait  until  the  dentist  finishes  work 
for  another  patient,  he  may  become  impatient  at  the  delay  and,  looking, 
at  the  clock,  find  that  he  is  a  quarter  or  half  hour  behind,  and  say, 
"  Dr.  Blank  told  me  to  be  here  at  nine  o'clock,  and  here  it  is  half-past 
nine  now." 


THE  PRACTICE  BUILDER 


67 


To  make  the  time  hang  less  heavily  upon  the  hands  of  those  who 
are  waiting,  the  reception-room  should  be  provided  with  a  small  centre 
table,  upon  which  are  kept  the  most  recent  numbers  of  the  most  popular 
magazines.  A  large  proportion  of  those  waiting  being  ladies,  it  is 
proper  that  a  copy  of  The  Ladies  Home  Journal  should  find  a  place 
among  the  periodicals.  A  copy  of  Harper  s,  Scribners,  or  TJie  Cen- 
tury should  also  be  kept  on  the  table.  It  is  better,  however,  to  select 
such  publications  as  make  a  specialty  of  illustrations,  as,  for  instance, 
The  Cosmopolitan,  Miinseys,  McClure's,  The  Reviezv  of  Revieius, 
should  be  kept  to  afford  one  a  general  view  of  the  field  of  periodical 
literature. 

Bound  copies  of  illustrated  books  of  travel  should  be  added,  such 
as  Raymond's  books  of  travel,  "  America's  Wonderlands,"  and  "  Ac- 
tual Photographs  of  Sights  and  Scenes."  During  the  Christmas  holi- 
days have  the  Christmas  number  of  the  Dramatic  Mirror  and  the 
Dramatic  News  on  the  table ;  pictures  of  lovely  women,  especially  of 
actresses,  are  pleasing  to  women.  A  monthly  publication  called  Celeb- 
rities, containing  actual  photographs  of  persons  prominent  in  artistic 
pursuits,  famous  actors,  actresses,  singers,  and  painters,  is  of  interest 
and  makes  an  appropriate  reception-room  book. 

In  advising  the  use  of  these  aids  toward  beautifying  the  dentist's 
office  we  have  a  word  of  caution.  They  are  not  essential  to  success; 
beautiful  appointments  in  the  office  will  not  do  work  that  is  beautiful, 
scientific,  and  abidingly  satisfactory  to  the  patron.  That  must  come 
from  the  brain  and  hand  of  the  dentist;  better  far  to  have  good  instru- 
ments and  be  capable  of  doing  good  work,  and  have  a  shabby  office, 
than  a  luxurious  office  presided  over  by  a  man  who  possesses  only  or- 
dinary skill,  or  one  that  had  placed  himself  in  debt  to  furnish  his  office. 
Debt  is  a  bugbear  to  a  young  dentist.  It  is  a  bugbear  to  anyone,  but 
it  will  do  more  to  lessen  a  man's  chances  in  a  profession  than  many 
other  things;  debts  cause  worry,  and  worry  kills;  whether  it  kills  the 
body  or  not,  it  surely  will  kill  ambition,  and  without  ambition  life  is  a 
ship  without  a  rudder  and  without  a  compass.  It  would  be  better  to 
start  with  a  rocking-chair  on  a  soap-box  for  an  operating  chair,  and 
gradually  fit  up  an  office  according  to  one's  financial  growth,  than  to 
begin  with  all  the  fittings  of  a  prominent  established  practitioner  and 
finally  become  swamped  in  debt. 


The  Elements  of  Success 

"  The  secret  of  success  is  constancy  to  purpose  " 

The  foundation  of  success  is  merit ;  merit  wins — true  merit.  While 
cases  come  to  mind  of  men  who  achieve  some  measure  of  success  with- 
out professional  ability  of  a  high  order,  depending  more  upon  their 
business  ability  than  upon  skill  as  dentists,  still,  we  assert  that  true 
merit  wins — that  merit  born  of  fitness  for  its  possessor's  calling,  merit 
won  by  hard  study,  close  application,  diligence,  and  steadfastness  of 
purpose. 

Hundreds  of  cases  might  be  cited,  too,  where  men  with  the  very 
highest  skill  do  not  acquire  a  competency,  due  to  a  variety  of  causes; 
but  chiefiy  due  to  lack  of  observation  and  knowledge  of  success  from 
a  financial  point  of  view,  a  total  disregard  of  the  small  things  wdiich, 
in  their  relation  to  the  harmonious  whole,  are  important  considerations. 

It  cannot  be  denied  that  many  of  those  men  with  whom  we  are  most 
familiar  through  our  periodical  literature,  of  the  class  generally  denom- 
inated successful  men,  possess  no  peculiar  attributes  of  superiority  over 
their  fellow-practitioners — they  lack,  in  fact,  many  important  elements 
of  character — still  they  get  ahead  rapidly,  both  from  a  professional  and 
financial  point  of  view.  In  some  cases  they  started  into  practice  under 
circumstances  of  the  most  unenviable  kind;  yet,  in  a  few  years,  the 
dismal  outlook  was  dispelled  and  a  most  inviting  hue  was  assumed; 
thev  seem  to  have  found  the  combination,  the  open  sesame  to  success. 
Reports  of  their  ability  spread  throughout  the  community;  they  are 
heard  of  in  the  societies,  among  the  men  that  are  making  history  to-day 
in  dentistry.  Their  articles  are  noticed  in  the  foremost  journals,  are 
copied  in  esteemed  contemporaries,  and  yet  they  may  be  no  better  den- 
tists— perhaps  not  as  good  as  others  in  their  community ;  but  they  have 
the  name,  and,  when  that  is  once  won,  it  is  difficult  to  deprive  them 

68 


THE   PRACTICE   BUILDER  69 

of  their  laurels;  they  have  won  them,  and  to  the  victor  belongs  the 
spoils. 

The  business  side  of  dentistry  is  the  neglected  side.  The  dentist  is 
not  in  practice  for  pleasure,  but  for  professional  distinction  and  for 
money;  and  yet  dentists  are  notoriously  poor  business  men.  They 
throw  heart  and  soul  into  a  continual  study  of  "  ologies,"  and  into  the 
technic  branches,  in  a  desire  to  excel  in  operative  procedures;  this 
naturally  breeds  a  neglect  of  the  business  side  of  the  question.  Why 
are  not  all  financially  and  professionally  successful?  Simply  because 
all  do  not  appreciate  the  possibilities  of  a  dental  practice;  for,  although 
opportunities  may  present  themselves  at  every  turn,  few  know  how 
to  take  advantage  of  them.  Those  who  are  successful  are  so  because 
they  understand  the  application  of  certain  principles  tending  to  a 
logical  sequence.  Some  men  have,  through  the  application  of  certain 
common-sense  rules,  achieved  success.  Success  is  everyone's  mark; 
but  only  a  few  put  an  arrow  in  the  white.  The  bull's  eye  is  not  hit  by 
accident  in  dentistry;  purpose  and  persistence  train  effort  upon  the 
difficult  mark.  A  sure  way  to  success  is  to  sight  a  popular  or  profes- 
sional want  and  proceed  to  supply  it. 

What  is  success?  Let  us  consider  of  what  success  is  made;  what 
success  means  in  the  great  world  of  affairs. 

Said  yEschylus,  the  great  Greek  tragic  writer:  "Success  is  man's 
god!  "  Two  thousand  years  and  more  have  not  changed  the  forceful- 
ness  of  the  line.  The  desire  to  succeed  is  an  attribute  of  all  men  of 
sound  mind,  the  one  great  aim  of  life,  the  fulfilment  of  projected  plans, 
and  the  reaping  of  moral  and  substantial  benefit  therefrom. 

Until  the  true  meaning  of  the  word  is  understood,  until  a  proper 
appreciation  of  what  success  is,  is  firmly  established  in  a  young  man's 
mind,  it  is  idle  and  useless  for  him  to  attempt  to  speculate  on  the 
methods  of  attaining  it.  Very  few  men  have  a  proper  comprehension 
of  the  matter  in  its  most  practical  light.  We  live  in  an  age  when  his- 
tory is  being  made  rapidly;  when  new  names  are  constantly  presented 
to  our  minds;  when  new  achievements  and  great  successes  are  being 
made;  when  startlingly  brilliant  things  are  being  done.  It  is  an 
age  of  big  things,  of  vast  achievements — so  much  so,  that  many  are 
fallaciously  inclined  to  look  upon  success  as  something  that  is  one 


70  THE  PRACTICE   BUILDER 

^vitll  the  more  exalted  stations  of  life  and  epoch-making  events.  In 
the  minds  of  many,  success  is  something  which  it  is  given  only  to  the 
fortunate  few  to  accomplish. 

Again,  many  are  likely  to  think  tliat  because  they  do  not  set  people 
to  talking  about  them,  because  they  do  not  do  something  which  puts 
them  over  the  heads  of  their  fellows,  they  are,  if  not  altogether  nega- 
tive, still  lacking  something  of  success.  The  accomplishment  of  some- 
thing unusual,  out  of  the  ordinary,  resulting  in  becoming  known  to  all 
people,  being  exceptional  to  all  other  members  of  the  race,  seems  to  be 
the  general  idea  of  success.  And  yet,  if  we  look  over  the  subject  care- 
fully, we  realize  that  this  is  a  very  incorrect  idea  of  success.  Statis- 
tics show  that  not  one  person  in  ten  thousand  lives  a  successful  life; 
that  but  one  person  of  this  number  on  an  average  is  ever  heard  of  out- 
side of  his  immediate  circle  of  acquaintances. 

The  greater  part  of  the  human  race  dies  as  it  is  born,  without  hav- 
ing been  heard  of  b}-  the  world  at  large,  without  having  lone  anything 
out  of  the  ordinary.  Where  we  find  one  leader  among  men.  we  find  a 
thousand  who  prefer  to  follow,  and  we  find  that  these  people  are  wise 
when  they  always  follow;  for,  when  they  attempt  to  lead,  they  over- 
whelm themselves  with  defeat.  The  instinctive  quality  of  leadership  is 
a  rarity  even  to-day.  -If  success  depended,  therefore,  upon  aggressively 
constituted  temperaments,  there  w'ould  be  few  to  advance. 

Again,  we  see  many  successes  that  have  been  attained  by  quiet  meth- 
ods; many  have  attained  substantial  success  without  the  publicity  whicli 
accompanies  the  dashing  successes  of  the  newspapers  and  of  legends. 
It  is  probable  that  many  young  men  are  under  a  wrong  impression  as 
to  what  success  is.  rather  than  how  success  may  be  achieved. 

Few  seem  to  appreciate  that  success  in  life  is  as  possible  in  an  ob- 
scure position  as  it  is  in  one  that  is  prominent.  Success  is  measured  by 
dollars  by  the  average  young  man,  and  it  is  upon  this  one  point  that 
such  a  view  is  erroneous.  A  person  making  five  thousand  dollars  a 
year  can  be  as  really  successful  as  the  one  who  makes  fifty  thousand  dol- 
lars a  year.  It  has  been  said  that  it  is  as  great  an  honor  to  be  a  success- 
ful subject,  for  the  subject,  as  being  a  successful  ruler  is  creditable  to  the 
ruler.  Every  man  has  a  certain  limitation,  every  man  is  capable  of  cer- 
tain achievements;  he  is  capable  of  just  so  much  and  no  more. 


THE  PRACTICE   BUILDER  71 

There  are  men  who,  so  long  as  they  are  under  the  direction  of 
someone  else,  are  capable  of  performing  very  superior  work,  but  who, 
if  they  were  allowed  to  direct  the  work  of  others,  would  be  failures  of 
the  most  complete  kind.  Then  there  are  men  who  are  not  at  ease  if 
they  are  working  under  the  direction  of  someone  else;  it  is  not  com- 
patible with  their  temperament  to  be  followers — they  must  be  leaders  or 
nothing.  It  is  to  be  said,  however,  that  it  is  just  as  possible  to  succeed 
as  a  follower  as  it  is  as  a  leader. 

When  we  speak  of  anything  as  successful,  we  mean  that  it  has 
eventuated  in  a  manner  satisfactory  to  its  projector;  it  is  an  agreeable 
fulfilment  of  previously  laid  plans.  Thus  it  is  that  a  dentist  may  be  as 
successful  in  the  performance  of  the  usual  operations  of  his  vocation 
as  in  the  accom.plishment  of  the  more  unusual  things.  Success  may, 
or  it  may  not,  depend  upon  the  prominence  or  publicity  given  an  in- 
dividual; many  who  have  attained  great  publicity  are  far  from  being 
successful  as  i  entists/rr  se. 

If  we  were  to  consider  those  dentists  successful  whom  we  know,  or 
whose  names  are  familiar  to  us,  we  should  narrow  success  down  to 
a  very  small  number.  Successes  have  been  won  on  the  more  conserva- 
tive lines  quite  as  often  as  upon  those  which  are  evidenced  by  great 
public  approval.  To-day  a  success  that  has  been  won  on  lines  of  con- 
servatism, and  that  has  been  upheld  and  maintained  by  sound  judg- 
ment and  business  tact,  is  the  success  that  is  most  highly  commended 
in  professional  callings.  The  success  which  is  the  truest  success,  the 
soundest,  is  that  which  is  earned  slowly,  and  which  surely  strengthens 
itself. 

When  one  has  succeeded  in  eradicating  false  theories,  the  proper 
view  of  what  successful  living  really  is  will  have  a  truer  meaning  to  him. 
Being  successful  means  nothing  more  or  less  than  doing  just  the  very 
best  we  know  how,  in  living  as  well  and  doing  as  well  as  we  possibly 
can.  This  is  the  true  basis  of  success,  and  it  is  only  through  a  proper 
acceptation  of  it  that  great  wealth,  prominent  station,  or  worldly  fame 
is  attained.  vSome  are  born  to  occupy  the  more  exalted  stations  of  life, 
while  others  must  fill  the  more  humble  sphere  of  existence;  both  may 
be  successful  according  to  their  sphere. 

When  a  dentist  is  thoroughly  equipped  for  the  practice  of  his  pro- 


72 


THE  PRACTICE   BUILDER 


fcssion.  possessed  of  mental  attributes  of  a  reasonably  high  order,  of 
manij^ulative  dexterity  of  sufficient  merit,  let  him  be  alert  for  every 
opportunity,  and  let  him  embrace  it  to  its  fullest  possibility ;  let  him  fix 
his  methods  on  honest  principles,  and  he  will  be  a  successful  man.  It  is 
not  necessary  for  him  to  make  twenty  thousand  dollars  a  year;  it  is  not 
a  success  of  dollars  that  we  are  to  judge  by;  it  is  a  success  of  position. 
It  is  the  conducting  of  his  business,  whether  it  be  great  or  small,  to  a 
satisfactory  termination  that  marks  the  success. 

A  wise  man  knows  when  he  has  enough — when  he  has  reached  his 
limitations;  the  reaching  of  one's  limitations  is  a  sign  of  success;  when 
a  man  knows  that  he  has  done  the  best  that  it  is  possible  for  him  to  do 
he  has  succeeded.  Experience  teaches  a  man  w-hen  he  has  reached  the 
greatest  depth  at  which  he  can  safely  conduct  his  enterprises;  it  is 
something  that  should  be  well  learned.  The  secret  of  success  in  life 
lies  in  knowing  how  to  make  the  most  of  opportunity;  those  who  make 
the  most  of  opportunity  make  the  most  money.  There  is  no  theory 
about  this;  we  see  it  practically  demonstrated  every  day;  the  future 
holds  better  opportunities  than  the  past  has  given;  people  are  better 
prepared  to  meet  these  opportunities  than  they  were  in  the  past;  those 
who  are  best  prepared  and  most  likely  to  succeed.  The  opportunity  to 
prosper  is  always  present;  no  matter  whether  it  can  be  seen  or  not,  it  is 
alwavs  present.  Those  most  familiar  with  professional  life  are  aware 
that  there  are  more  opportunities  than  there  are  young  men  to  accept 
them ;  or,  more  properly  speaking,  than  there  are  young  men  properly 
equipped  to  embrace  them.  It  is  a  question  of  supply  and  demand, 
similar  to  that  which  regulates  the  great  world  of  trade. 

Neither  youth  nor  old  age  is  a  bar  to  professional  preference.  Den- 
tistrv  is  in  a  transition  period  when  properly  qualified  men  may  attain 
to  professional  distinction  in  a  shorter  time  than  was  formerly  the  case. 
Young  men  are  desired  in  many  of  the  most  advanced  positions  be- 
cause they  are  believed  to  be  more  progressive,  and  because  of  their 
capacity  to  endure  w^ork ;  because  they  are  usually  more  aggressive,  and 
because  they  have  ideas.    Young  blood  is  preferred  in  most  vocations. 

But  the  young  man  must  be  possessed  of  creative  powers;  he  must 
generate  ideas  and  he  must  put  them  into  use.  It  is  not  enough  that 
young  men  attend  strictly  to  business;  they  must  do  more  than  this. 


THE  PRACTICE   BUILDER 


73 


They  are  apt  to  be  content  to  remain  in  the  same  professionally  success- 
ful position  they  started  in. 

A  man  who  can  satisfactorily  conduct  a  practice  upon  a  scale  pro- 
jected by  himself  in  the  beginning,  can,  no  matter  how  obscurely  lo- 
cated, rise  from  his  humble  condition  and  fill  the  requirements 
of  a  practice  demanding  higher  attributes  than  were  needed  for  the 
duties  of  his  more  modest  one.  But  he  must  be  active,  observant,  ready 
to  grasp  every  opportunity,  ready  to  use  all  the  good  new  things,  always 
ahead  of  his  colleagues  in  his  own  community.  He  must  not  be  afraid 
of  the  hardest  work;  he  must  perform  not  only  his  routine  labors  at  the 
chair  and  bench,  but  he  must  be  ready  to  give  his  very  best  thought 
to  planning  for  the  future  as  well  as  the  present;  he  must  realize  that 
the  man  who  thinks  is  the  man  of  the  hour. 

The  power  of  concentrating  the  mind  upon  one's  own  affairs  is 
something  that  is  attainable  only  after  continuous  application.  It  is 
not  a  gift;  it  is  simply  a  matter  of  volition.  Any  man  who  has  a  mind 
can  use  it  if  he  so  chooses ;  that  is  what  it  is  given  to  him  for.  Most  men 
have  nothing  to  thank  for  their  advanced  position  in  life  but  their  brains; 
few  owe  it  to  their  hands  or  to  the  possession  of  a  large  amount  of 
muscle.  It  is  brains  only,  and  the  proper  use  of  them.  The  men  who 
start  in  to  do  manual  labor  without  the  use  of  brains  to  advance  their 
interests  will  usually  be  found  years  after  in  just  the  same  position  in 
life,  and  in  professional  status  no  higher  than  when  they  began. 

The  man  who  is  satisfied  with  himself,  satisfied  with  his  business, 
content  to  go  on  in  the  same  old  way  from  year  to  year,  is  on  the  back- 
ward track;  content  to  let  someone  else  make  the  pace,  and  take  the 
lead,  he  is  out  of  the  race.  The  world  is  moving  nowadays,  and  many 
men  are  daily  becoming  back  numbers. 

A  man  must  understand  the  underlying  rudiments  of  a  practice  be- 
fore he  attempts  to  advance  the  practice  itself.  The  advance  of  a  prac- 
tice means  the  advance  of  the  man,  but  the  practice  cannot  advance  until 
the  man  has  carved  the  path  and  produced  that  which  is  essential  to 
its  advancement.  A  dental  practice  may  be  either  a  stepping  stone 
to  success,  or  it  may  be  a  millstone  around  the  neck  of  its  incumbent. 
The  question  is  simply  one  of  ability  on  the  part  of  the  man  to  compre- 
hend, and  to  accept  the  opportunity  as  it  offers.     These  opportunities 


74  THE  PRACTICE   BUILDER 

may  be  likened  to  a  stair  or  a  ladder;  for  the  lowest  may  be  filled  so 
satisfactorily  as  to  enable  the  climber  to  attain  the  next  higher  position, 
and  to  continue  thus  to  develop  ability  to  attain  each  succeeding  posi- 
tion as  the  ability  to  fill  it  is  gained. 

To  be  a  successful  dentist  calls  for  several  things.  We  have  enu- 
merated at  some  length  the  qualities  of  mind  and  manner  which  should 
be  possessed  by  a  dentist  in  the  chapter  on  "  The  Dentist  Himself." 
We  have  said  that  he  should  be  well  educated,  and  have  told  at  some 
length  the  advantage  which  a  good  education  would  be  to  its  possessor. 
He  should  have  good  reasoning  powers,  for  these  will  be  called  into  play 
Avhen  considering  any  of  the  work  coming  under  his  observation  in  the 
treatment  of  diseased  conditions;  in  considering  cause  and  effect;  in 
all  work  relating  to  the  insertion  of  mechanical  appliances,  and  all 
procedures  of  a  like  nature.  He  should  be  possessed  of  keen  perceptive 
faculties,  not  only  in  his  actual  work,  but  in  his  dealings  with  men  and 
women.  He  should  be  quick  witted  for  emergencies;  his  training  is 
never  tested  to  its  fullest  capacity  in  anything  he  does,  as  it  is  in  the 
numerous  cases  of  emergency  that  from  time  to  time  come  under  his 
notice.  He  should  have  a  sympathetic  and  kind  disposition,  for  this  is 
something  that  has  given  many  a  man  prominence  and  substantial  pe- 
cuniary success  when  he  possessed  few  other  recommendations.  His 
exacting  position  calls  more  for  the  exhibition  of  a  sympathetic  feeling 
than  perhaps  does  any  other  calling,  the  physician  not  excepted. 

He  should  always  be  considerate  as  to  his  patient's  welfare,  yet  ag- 
gressive enough  to  do  what  he  may  see  demanded.  He  should  listen 
to  no  dictation  as  to  how  this  or  that  should  be  done,  and  should  refuse 
absolutely  to  do  any  operation  to  please  the  patient  when  in  his  own 
better  judgment  such  would  be  antagonistic  to  the  patron's  interest 
and  not  the  better  course  to  follow;  the  interest  of  the  patient  should 
be  above  every  other  consideration. 

He  should  have  great  dexterity  and  a  very  delicate  touch ;  bungling 
manipulations  are  wholly  out  of  place  in  dentistry,  and  roughness  of  ap- 
proach or  muscular  handling  of  the  patient  is  not  only  deleterious 
to  his  interests,  but  is  simply  intolerable  to  the  patient  and  results  in 
loss  of  confidence. 

He  should  have  good  morals.    An  immoral  man  in  a  professional 


THE  PRACTICE   BUILDER 


75 


capacity,  be  he  minister,  attorney,  physician,  or  dentist,  is  dangerous 
to  his  clients  and  to  his  profession;  pronounced  lapses  of  morality  are 
not  only  ruinous  to  himself,  but  a  reflection  on  the  profession  at  large. 
The  preservation  of  clean  morals  is  essential  to  success;  indeed,  it  is 
impossible  without  them. 

Substantial  success  calls  for  concentration.  No  man  can  serve  two 
masters.  No  dentist  should  attempt  to  serve  two  business  interests, 
nor  in  any  way  detract  from  his  close  application  to  work.  Diversity 
of  thought  is  as  dangerous  to  a  dentist's  best  interests  as  is  diversity 
of  occupation.  Most  people  are  mentally  capable  of  just  so  much  clear 
thought,  and  this  capability  does  not  usually  extend  beyond  the  re- 
quirements of  one  vocation  in  these  troublous  days  of  competitive 
activity. 

No  outside  interest  of  any  character  should  be  permitted  to  come 
into  one's  professional  hours.  The  office  hours  of  dentists  are  usually 
not  so  long  that  they  cannot  wait  till  afterw'ard  to  attend  to  outside 
matters.  A  dentist  who  fulfils  his  duties  as  a  dentist  with  distinction 
is  doing  all  that  one  man  should  do;  his  hands  will  be  full,  and  his  head 
too.  No  young  man  is  wise  to  attempt  to  shoulder  the  responsibilities 
of  superadded  interests.  Some  young  men,  possessed  of  more  than  the 
usual  amount  of  ambition,  attempt  to  add  to  their  incomes  by  interest- 
ing themselves  in  pursuits  foreign  to  their  profession.  When  a  man 
turns  his  attention  from  his  duties  he  turns  away  from  the  sure  road  to 
success.  When  a  man  thinks  that  one  occupation  does  not  offer  suffi- 
cient scope  for  his  peculiar  talents,  a  careful  consideration  will  conclu- 
sively prove  to  him  that  the  fault  is  with  himself.  To  do  one  thing  thor- 
oughly well  is  of  greater  credit  than  doing  two  things  only  indifferently 
well.  We  know  a  physician  in  a  large  city,  a  man  who  has  earned  three 
of  the  highest  titles  it  is  possible  to  attain,  who,  outside  of  his  profes- 
sional knowledge,  appears  to  know  little;  he  is  altogether  lacking  in 
ability  as  a  conversationalist;  is  nearly  always  silent,  except  upon  the 
subject  of  his  profession;  herein  he  excels;  his  income  is  represented  in 
five  figures.  If  young  men  knew  their  own  work  more  thoroughly,  the 
necessity  for  associating  themselves  with  outside  interests  would  not  be 
apparent. 

A  writer  of  more  than  ordinary  ability,  in  speaking  of  evening  oc- 


'^e  THE  PRACTICE   BUILDER 

cupations,  especially  mental  occupations  after  ihe  regular  duties  of  the 
day  have  been  performed,  advises  the  ambitious  young  man  to  avoid 
night  labor,  for  the  reason  that  it  is  likely  to  be  detrimental  to  success. 
He  compares  the  human  mintl  to  a  machine  of  iron  and  steel,  which, 
if  operated  continuously  by  night  and  day,  would  soon  wear  out  and 
break  down ;  and  the  mental  forces,  if  kept  at  a  high  tension  for  more 
than  a  reasonable  number  of  hours,  he  says,  will  sooner  or  later  lose 
their  keen  perceptive  powers.  Mental  efifort  is  different  from  physical 
labor  in  that  it  tires  without  physical  exhaustion.  Continual  mental 
effort  extending  over  a  long  period  of  application  by  night,  and  atten- 
tion to  other  duties  by  day,  is  undoubtedly  unadvisable;  and,  when  per- 
sisted in  for  a  period  of  years,  will  probably  be  followed  by  all  the  ills 
that  usually  follow  such  indiscretions. 

Upon  this  subject,  however,  we  have  a  few  words  to  offer  that  are 
slightly  at  variance  with  the  statements  to  which  we  have  referred.  A 
man  engaged  by  day  in  the  performance  of  work  that  requires  mental 
activity  and  manipulative  effort,  such,  for  instance,  as  the  dentist  is 
called  upon  to  do,  cannot  formulate  plans,  suggest  ideas,  or  think  con- 
secutively upon  the  matters  that  are  of  vital  interest  to  his  advancement. 
This  necessitates  burning  the  midnight  oil.  There  are  few  men  in  this 
world  who  have  attained  to  any  degree  of  success  without  having 
worked  for  it;  as  there  is  no  excellence  without  great  labor,  so  there 
can  be  no  success  worthy  the  name  that  has  not  cost  its  votary  number- 
less nights  of  mental  toil.  The  sooner  a  young  man  realizes  that  if  he 
would  succeed  in  this  world  he  must  lose  sleep,  the  better  it  will  be 
for  him. 

Success  means  that  someone  has  lost  sleep.  We  believe  that  at  no 
other  time  is  the  mind  so  capable  of  keen  penetration  and  subtlety  of 
reasoning  as  at  night,  when  the  various  duties  of  the  day  are  over;  that 
at  no  other  time  is  mental  concentration  so  possible.  This  may  be  due 
to  one  of  many  reasons;  but  we  believe  it  to  be  mainly  due  to  the  fact 
that  the  blood  is  then  more  completely  at  the  service  of  the  brain  than 
at  any  other  period  of  the  day.  We  believe  that  the  late  hours  of  night 
are  better  than  the  early  hours  of  morning,  for  the  reason  given.  In 
the  morning  the  blood  is  kept  in  circulation,  and  is  not  readily  respon- 
sive to  the  demands  of  the  brain,  due  to  the  calls  of  the  stomach  and  the 


THE    PRACTICE    BUILDER 


n 


feeling  of  hunger  which  is  felt  most  in  the  morning;  after  t?he  regular 
meals  of  the  day,  the  blood,  aiding  in  the  process  of  digestion  and  as- 
similation, is  needed  more  in  the  performance  of  its  offices  in  these 
operations,  and  in  consequence  thereof  is  of  less  aid  to  the  brain  than 
after  the  later  hours  of  evening,  when  the  last  meal  has  been  digested 
and  the  blood  is  not  necessary  longer  to  these  parts. 

In  professional  life  there  is  no  such  thing  as  standing  still ;  a  dentist 
must  go  forward,  or  he  will  go  back.  A  professional  man  must  get 
ahead  of  hi.s  colleagues,  or  they  will  get  ahead  of  him.  It  is  fatal  to  a 
man  to  reach  a  point  where  he  makes  no  progress,  because  stagnation 
is  synonymous  with  starvation.  He  must  keep  abreast  of  the  times,  in 
touch  with  the  best  thought  and  the  best  activity  of  his  contemporaries ; 
and,  if  he  fails  in  this,  his  success  is  of  the  negative  kind,  for  he  will 
surely  fall  behind,  tmconsciously,  perhaps,  but  backward  nevertheless. 

Professional  life  is  a  contest  of  brains,  a  contest  of  wits.  The  contest 
shows  in  the  amount  and  quality  of  the  practice.  One  great  secret  of 
progress  lies  in  keeping  continually  on  the  lookout  for  new  ideas,  new 
plans,  and  helpful  things  generally.  This  means  that  a  young  man  must 
be  familiar  with  the  minute  details  of  his  work,  so  that  he  may  clearly 
conceive  and  properly  carry  out  whatever  ideas  and  plans  he  may 
evolve.  It  is  not  enough  that  a  dentist  fulfil  the  routine  duties  of  his 
office ;  he  must  do  more ;  he  must  be  capable  of  viewing  a  broad  horizon 
of  affairs;  he  must  be  more  liberal-minded  than  the  duties  of  his  pro- 
fession call  for,  because  it  is  only  for  the  liberal-minded  man  that 
success  is  sure;  the  man  whose  mind  is  dwarfed  by  the  narrow  limita- 
tions of  his  craft  is  not  prepared  properly  to  woo  the  evasive  and  much- 
to-be-desired  success. 

To  be  successful  means  to  be  thorough.  To  disregard  the  small 
things  means  to  invite  failure;  and  it  matters  not  how  great  may  be  the 
practice,  a  complete  cognizance  of  the  minor  details  is  essential. 

Mistakes  of  judgment  are  costly  ones  to  dentists,  as  they  are  to  any- 
one; it  is  best  to  be  always  on  the  safe  side,  but  no  one  should  allow 
the  opportunity  to  succeed  pass  by  for  fear  of  making  a  mistake  on  an 
important  case,  because  there  are  so  many  ways  of  aiming  at  a  proper 
termination  of  operations  that  nothing  but  an  improper  understanding 
of  the  requirements  of  the  case  should  deter  the  operator  from  the  per- 


78 


THE    PRACTICE    BUILDER 


formance  of  the  work  in  hand.  Upon  this  question  of  a  proper  under- 
stancHng  we  will  say  a  few  words.  Without  a  proper  preparation  for 
their  life  work,  few  professional  men  can  hope  for  success.  In  a  profes- 
sion such  as  medicine  or  dentistry,  so  much  depends  upon  the  thorough 
scientific  attainments  of  its  practitioners  that  without  these  attainments 
little  hope  is  to  be  had  of  successfully  combating  the  many  difficulties 
that  continually  beset  the  path  of  the  aspiring  person.  We  do  not  be- 
lieve that  a  dentist  is  born  and  not  made;  w'e  believe  that  thorough 
education  has  made  most  physicians  and  most  dentists. 

We  do  not  care  to  create  the  impression  that  success  is  possible  only 
to  those  who  have  had  the  most  thorough  education,  because  we  know 
of  many  instances  where  men  have  attained  to  some  professional  fame 
without  having  enjoyed  the  advantages  of  a  complete  college  training; 
they  made  up  for  it  in  most  instances,  however,  by  the  most  diligent 
and  painstaking  study  in  those  directions  wherein  they  recognized  their 
deficiencies.  Professional  eminence  per  sc  results  from  a  complete  mas- 
tery of  the  underlying  principles  of  his  art;  but  a  broad  professional 
learning  is  not  enough  to  enable  one  to  acquire  lasting  fame  or  pecuni- 
ary opulence.  This  comes  from  the  broad  intellectual  attainments  re- 
sulting from  the  most  careful  preparatory  education  preliminary  to  the 
ttrm  of  professional  training. 

\\'e  realize  that  no  college  has  ever  succeeded  in  making  a  profes- 
sional man  if  it  did  not  have  the  material;  but  we  also  comprehend  that 
the  fully  rounded  success  is  not  possible  without  thorough  education. 
A  self-made  man,  provided  he  be  endowed  with  great  ambition,  will 
accomplish  more  than  the  man  without  ambition  who  has  a  thorough 
education.  This  means  that  it  is  more  the  man  than  it  is  the  education;, 
but  the  self-made  man  would  have  been  the  better  man  if  he  had  en- 
joyed the  advantages  of  thorough  mental  training.  Fifty  diplomas 
framed  in  gold  do  not  mean  anything  if  the  possessor  is  not  capable  of 
backing  them  up  with  a  high  order  of  ability. 

Ours  is  a  country  where  the  greatest  successes  are  possible,  due 
to  the  fact  that  every  man  is  equal  to  every  other;  that  each  can 
achieve  whatever  is  possible  to  his  ability,  with  none  to  hinder  and  all 
to  praise  him;  this  is  peculiar  to  our  democratic  government,  to  our 
free  institutions. 


THE    PRACTICE    BUILDER 


79 


A  young  man  expands  mentally  at  any  age  between  twenty-five  and 
thirty;  some  may  broaden  before  the  first  mentioned  age,  and  some 
may  not  come  into  full  grasp  of  their  possibilities  until  after  thirty  years 
have  been  passed;  but  it  is  a  fair  presumption  that  a  man  accepts  a  seri- 
ous view  of  life  during  the  periods  mentioned.  Before  this  time  he  is 
erratic  and  mercurial,  without  the  settled  purposes  that  after  this  period 
possess  him.  It  is  a  period  of  preparation  for  that  which  is  to  come  when 
the  possibilities  of  his  life  present  themselves.  A  man  who  intends  to 
amount  to  anything  in  this  world  must  (to  use  one  of  those  expressive 
Americanisms)  "  get  a  move  on  himself  "  before  he  reaches  thirty ;  for  it 
is  between  the  ages  of  thirty  and  forty  that  a  man  does  his  best  work. 
After  that  his  judgment  is  more  refined,  but  his  ability  to  manage  de- 
tails seems  to  decrease.  While  a  man's  most  energetic  work  is  done 
before  he  attains  his  thirty-fifth  year,  his  capacity  for  work  does  not 
lessen,  because  he  is  thoroughly  capable  for  fifteen  or  twenty  years ;  but 
he  must  make  himself  before  he  is  forty. 

This  world  is  cruel  in  some  respects;  notably,  that  as  a  man  attains 
an  age  when  he  is  no  longer  young,  it  has  no  use  for  him;  he  is  no 
longer  considered  in  the  race  with  younger,  keener,  and  more  alert  and 
aggressive  men.  It  is  wise  for  a  man  to  have  something  laid  aside  from 
his  earnings.  Every  dentist's  commercial  value  decreases  with  his  in- 
creasing age  after  he  has  passed  his  fiftieth  year.  Especially  will  this  be 
true  in  the  future,  because  younger  men  are  entering  the  profession,  and 
young  men  who  are  just  as  skilful  and  as  learned  as  those  in  the  full  flush 
of  success. 

Hundreds  of  young  men  who  have  left  college  and  preceptors,  pos- 
sessed of  a  superior  order  of  skill  and  scientific  attainments,  become 
impatient  because  success  does  not  come  to  them,  or,  rather,  because 
they  do  not  become  successful  as  rapidly  as  they  had  anticipated.  They 
become  restless  and  impatient,  and  chafe  under  the  wait  for  results.  The 
actualities  of  practice  are  not  as  they  pictured  them;  the  rosy  visions 
become  dispelled  one  after  another.  But  this  is  experience,  and  the  ex- 
perience does  good  by  teaching  the  young  man  more  about  his  capac- 
ities and  giving  him  a  truer  knowledge  of  himself. 

Professional  life  is  intricate,  multitudinous  in  its  ramifications,  and 
manifold  in  its  demands.     To  succeed  too  rapidly  is  as  dangerous  to 


8o  THE    PRACTICE    BUILDER 

the  man  as  to  succeed  too  slowly.  Patience  is  a  virtue;  patience  has 
been  called  genius.  He  who  would  have  patients  must  have  patience. 
There  are  thousands  of  avenues  to  wealth  that  are  tenfold  more  lucra- 
tive than  dentistry,  and  infinitely  less  annoying,  so  that  not  merely  love 
of  wealth  nor  worldly  ambition  could  induce  a  person  to  spend  his  life  in 
a  profession  so  poorly  compensated. 

Life  at  its  longest  is  but  short.  Time  is  precious.  What  is  to  be 
done,  should  be  done  earnestly.  Opportunities  do  not  last  always.  The 
acquisition  of  knowledge,  although  requiring  close  application  and  la- 
borious study,  seldom  fails  to  afford  real  pleasure  and  substantial  profit. 
Knowledge  is  varied,  and  is  not  to  be  obtained  wholly  from  books. 
]Much  benefit  may  be  gained  from  a  study  of  human  nature. 

]\Iuch  of  the  success  of  life  depends  upon  the  faculty  of  pleasing 
and  of  being  pleased.  A  person  with  a  gloomy,  sullen  disposition  not 
only  renders  himself  miserable,  but  makes  all  with  whom  he  is  associ- 
ated uncomfortable;  while  a  person  who  is  genial  and  frank  infects 
others  with  his  good-nature  and  secures  for  himself  the  warmest  ad- 
miration and  aftection.  The  cultivation  of  the  amenities  of  life  should 
be  sedulously  instituted.  Politeness  is  a  cheap  accomplishment  which 
possesses  a  magic  power.  Gentlemanly  conduct  is  always  in  place,  and 
never  more  so  than  in  a  professional  man's  office.  \'ulgar  language 
and  bad  manners  are  always  out  of  place.  They  are  the  result  of  ig- 
norance and  ill-breeding,  and  should  be  abandoned  at  once. 

The  first  consideration  of  the  elements  of  success  compels  a  recog- 
nition of  honesty  as  a  factor,  above  all  others,  in  the  attainment  of  ambi- 
tious desires;  a  deviation  from  the  principles  of  honesty  can  give  but 
a  temporary  success,  and  will  surely  reflect  against  one  and  prove  a 
permanent  loss ;  people  have  a  way  of  forgetting  what  good  a  man  may 
have  done,  and  always  remembering  the  one  wrong  he  did. 

A  man  cannot  wait  for  something  to  turn  up;  he  must  turn  some- 
thing up.  The  failure  to  take  advantage  of  an  opportunity,  or  to  make 
an  opportunity,  may  be  the  failure  to  accept  the  one  opening  of  years. 

A  willingness  to  learn  and  a  confession  to  himself  that  he  does  not 
know  all  there  is  to  be  known  about  his  profession,  or  the  manner  in 
which  his  practice  should  be  conducted,  together  with  ability  to  judge 
of  the  utility  of  added  information  for  the  purposes  of  his  advancement, 


THE    PRACTICE    BUILDER  bl 

is  necessary.  Firmness  of  conviction  is  an  admirable  trait  when  backed 
by  wisdom. 

Respectability  in  a  professional  man  is  something  which  makes  him 
wear  well  with  his  clients;  respectability  of  appearance,  as  well  as  a  re- 
spectful opinion  of  women,  of  other  people's  opinions,  and  of  things  that 
are  sacred.  Character  is  a  distinctive  quality,  either  for  good  or  evil.  A 
good  character  is  the  richest  boon  a  man  can  possess,  either  in  a  moral 
or  a  business  sense,  and  the  confidence  which  may  be  established  in  a 
professional  man  by  a  good  character  is  the  most  valuable  capital  he 
can  have.  Every  young  professional  man  has  it  in  his  power  to  estab- 
hsh  for  himself  just  such  a  character  as  he  may  desire.  It  is  a  thing 
of  his  own  making,  and,  when  once  thoroughly  established,  it  will  bear 
fruit  either  for  good  or  evil.  Everywhere,  the  world  over,  the  man  who 
stands  firmly  for  principle  against  every  allurement  and  all  opposition 
will  secure  the  confidence  of  his  patients  and  the  admiration  of  all  who 
know  him.  There  can  be  no  grander  spectacle  than  to  see  a  man  sacri- 
fice everything  for  principle.  A  noble  character  not  only  penetrates  the 
community  which  surrounds  it,  but  its  influences  often  reach  beyond 
the  limits  of  its  own  country  and  is  felt  on  distant  continents,  inspiring 
and  elevating  multitudes.  The  memories  of  the  great  and  good  men 
who  lived  in  ages  that  are  passed  are  still  kept  fresh  in  the  minds 
and  hearts  of  the  people,  and  cherished  as  examples  worthy  of  emu- 
lation. 

"  Honesty  is  the  best  policy,"  is  an  adage  old  and  familiar  to  all; 
yet  no  one  can  wish  to  be  honest  because  it  is  the  best  policy;  a  man 
should  be  honest  because  it  is  right;  for  a  man  who  will  be  honest  for 
policy  will  be  dishonest  for  the  same  reason,  if  the  dishonesty  will  serve 
his  purpose.  A  man's  character  of  sterling  honesty  will  establish  for 
him  a  credit  for  anything  he  may  need.  Every  man  has  a  character  of 
some  kind,  either  good  or  bad,  and  sooner  or  later  his  true  character 
will  be  known ;  often  it  is  known  to  the  world  when  he  little  suspects  it. 
Character  is  made  up  of  the  little  things  of  every-day  life  which,  taken 
separately,  might  seem  unimportant,  but,  when  woven  together,  make  a 
complete  record.  Therefore  it  is  that  every  person  may  mould  his  char- 
acter according  to  his  own  design;  he  may  build  as  he  will,  since  he 
furnishes  all  the  material  out  of  which  his  character  is  formed.    He  who 


82  THE    PRACTICE    BUILDER 

builds  well  in  this  respect  has  a  richer  endowment  than  money  and 
goods,  and  a  more  valuable  inheritance  to  leave  to  the  world. 

The  young  professional  man  should  remember  the  words  of  Presi- 
dent Garfield:  "  Men  succeed  because  they  deserve  success."  Their 
results  are  wrought  out;  they  do  not  come  to  hand  ready  made. 

Many  a  young  man  with  brilliant  prospects  has  been  ruined  by 
hastening  to  get  rich.  Emerson  says:  "  Man  was  born  to  be  rich  and 
inevitably  grows  rich  by  the  use  of  his  faculties."  No  country  in  the 
world  furnishes  better  opportunity  for  securing  wealth  than  the  United 
States. 

Neither  honor  nor  wealth  comes  to  men  by  luck.  They  must  both 
be  earned  before  they  can  be  enjoyed,  and  neither  can  be  earned  in  a 
day;  it  is  only  by  persevering  effort  and  indomitable  determination  that 
most  men  can  reach  the  goal  of  their  ambition.  Every  young  man  has 
within  him  forces  and  capabilities  which  will  enable  him  to  work  out 
for  himself  an  honorable  position  in  his  profession,  and  to  secure  the 
emoluments  of  which  he  may  prove  himself  worthy.  Idleness  will  not 
produce  wealth,  and  immorality  will  not  produce  honor.  Money  is 
wasted  by  the  idle  and  the  imbecile,  and  is  accumulated  by  the  indus- 
trious, the  brave,  and  the  persevering. 

The  dentist  must  be  enthusiastic;  his  enthusiasm  must  be  a  part 
of  his  thoughts  and  deeds.  "  A  man  with  only  one  idea  all  aglow  with 
enthusiasm,  will  accomplish  more  than  a  ripe  scholar  with  a  thousand 
grand  thoughts  stored  away  in  pigeon-holes."  He  must  be  so  enthusi- 
astic that  he  will  venture  his  time,  his  money,  and  his  hopes  on  success. 

The  close  observation  of  little  things  is  one  of  the  secrets  of  success. 

Human  intelligence  is  nothing  more  nor  less  than  an  accumulation 
of  small  facts,  carefully  treasured,  thoroughly  sifted,  and  conscientiously 
applied.  Purpose  and  persistent  industry  help  far  oftener  than  acci- 
dents or  happy  hits.  Perseverance  will  work  wonders  out  of  the  odds 
and  ends  of  time  that  occur  daily  in  every  line  of  endeavor.  The  mere 
drudgery  undergone  by  some  has  been  something  remarkable,  but  the 
drudgery  was  the  price  of  success. 

On  meeting  a  great  man  for  the  first  time,  a  man  the  world  calls 
great — it  may  be  a  great  lawyer,  a  great  surgeon,  or  a  great  dentist — 
we  are  usually  struck  by  the  simplicity  of  manner  and  outward  appear- 


THE    PRACTICE    BUILDER 


83 


ance  of  the  person;  sometimes  we  are  greatly  disappointed  to  find  no 
evidence  of  greatness.  We  note  in  him  a  simple  and  unaffected  style, 
a  conversation  differing  in  nowise  from  that  of  other  men,  and  we  do 
not  understand  why  this  man  is  great ;  but  he  is ;  the  subtle  power  is  a 
hidden  one,  a  mental  possession,  the  ability  to  so  marshal  the  powers  of 
his  intellect,  so  thorough  a  mastery  of  the  principles  of  cause  and  effect, 
that  out  of  chaotic  darkness  he  produces  that  which  wins  him  fame 
or  fortune ;  or  he  so  improves  the  thoughts  or  handicraft  of  others  that 
a  new  use  is  found  for  the  work,  or  it  does  better  that  which  others  do 
well. 

Progress  of  the  best  kind  is  comparatively  slow;  great  results  cannot 
be  achieved  at  once.  Waiting  patiently  is  working  patiently.  To  wait 
patiently  it  is  necessary  to  work  cheerfully,  to  have  one's  whole  soul  in 
one's  business,  to  never  get  above  one's  business  by  reason  of  slow 
progress.  An  unaltered  constancy,  a  laudable  ambition  to  excel,  are 
necessary.  Consistency  in  conduct,  conservatism  in  practice,  honesty  of 
character,  neatness  of  person,  and  superior  education  are  important 
elements  entering  into  the  requirements  for  success;  these  must  be 
backed  by  a  strong  will,  a  patient  temper,  and  the  ability  to  face  any 
difficulty.  It  is  possible  for  every  man  to  achieve  something  distinc- 
tively fine  and  high.    Every  man  cannot,  however,  win  first  rank. 

The  day  of  raw  ability  is  fast  drawing  to  a  close,  and  native  force 
and  sagacity  must  now  submit  itself  to  those  educational  processes 
which  double  its  working  capacity  and  convert  it  into  a  power  of  high- 
est efficiency.  The  trained  man  technically  educated  has  the  best  chance 
of  professional  preferment. 

Those  who  know  anything  about  success  in  the  professions  know 
that,  while  native  cleverness  sometimes  secures  success  early,  know,  too, 
that  disciplined  ability  is  what  wins  in  the  long  run;  and  it  is  to  dis- 
ciplined ability  that  the  great  reputations  go.  It  is  on  the  higher  planes 
and  on  the  last  stretches  of  achievement  that  technical  training  becomes 
indispensable.  Superior  excellence  is  a  condition  necessary  to  supreme 
success,  and  supreme  excellence  results  from  high  training.  Many  men 
for  this  reason  attain  to  the  average  degree  of  success,  and  few  reach 
the  highest  pinnacle.  The  close  study  of  success  stimulates  success. 
That  which  aids  the  man  increases  the  success. 


The  Causes  of  Failure 

"  Of  all  sad  words  of  tongue  or  pen. 
The  saddest  are  these :   '  //  7night  have  been  !  '  " 

Failures  occur  in  every  walk  of  life — in  trades,  in  arts,  in  the  profes- 
sions; they  occur  in  dentistry  as  in  everything  else,  with  one  great  ad- 
vantage for  the  one  who  fails  in  dentistry,  and  a  great  disadvantage  to 
dentistry  itself. 

The  peculiar  conditions  upon  which  a  dental  practice  is  based  ren- 
der financial  failure  less  frequent  than  in  most  other  vocations.  A 
dental  practice  depends  upon  two  elements  of  patronage,  either  of  which, 
in  many  practices,  will  support  the  incumbent:  these  are  the  transient 
element  and  the  permanent  or  family  element.  The  independence  of 
these  two  elements,  one  of  the  other,  is  a  condition  that  favors  the  den- 
tist very  greatly,  for  the  loss  of  one  does  not  necessarily  involve  a  loss 
of  the  other.  A  really  incompetent  dentist  has  been  known  to  maintain 
both  elements,  even  when  he  did  not  possess  one  quality,  as  a  tech- 
nically educated  professional  man,  that  would  insure  to  his  patrons  the 
performance  of  work  equal  to  that  of  other  dentists  in  the  same  or  other 
communities. 

The  reason  for  this  is  that  the  patrons  of  dentists  are  usually  unable 
to  analyze  the  distinguishing  features  that  mark  their  abilities  as  pro- 
fessional men.  The  work  of  some  dentists  will  be  considered  excellent 
until  the  patient  finds  out  that  it  was  not  of  a  high  order.  Professional 
failures  in  dentistry  may  be  due  either  to  errors  of  omission  or  com- 
mission. 

In  preceding  chapters  we  have  shown  that  success  is  compatible  only 
with  the  determination  to  accept  certain  standards,  and  to  be  guided  by 
considerations  which  we  named.  We  named  therein  some  of  the  things 
which  a  man  must  be  and  which  a  man  must  do.  It  is  not  enough  that 
he  should  do  these  things.     He  should  omit  to  do  a  great  many  other 

84 


THE    PRACTICE    BUILDER  85 

things.  A  man  might  be  possessed  of  all  the  traits  that  are  essential  to 
success,  and  he  might  also  be  possessed  of  other  traits  that  would  mili- 
tate against  his  success. 

wSomeone  has  said  that  every  failure  is  a  step  toward  success,  but  the 
lives  of  some  men  are  such  a  series  of  failures  that  they  at  last  think  that 
either  the  steps  are  very  long  or  that  there  are  a  great  many  of  them. 
A  recountal  of  failures  should  not  be  an  interesting  topic;  they  have 
too  many  traits  in  common  to  afford  any  great  amount  of  novelty  in 
the  recital. 

Failure  in  some  cases  may  be  due  to  not  selecting  a  good  location, 
one  to  which  the  dentist  is  adapted  or  can  adapt  himself.  A  dental  prac- 
tice is  something  that,  once  gained,  will  support  its  owner  as  long  as  he 
cares  to  give  proper  attention  to  his  duties,  and  he  cannot  be  too  care- 
ful in  choosing  a  town  or  a  city  that  is  enough  to  his  liking  to  enable 
him  to  live  in  it  with  cheerfulness  and  contentment.  As  soon  as  a  man 
realizes  that  he  is  in  a  place  where,  if  he  possesses  superior  talents,  op- 
portunity cannot  be  had  by  reason  of  environment,  he  cannot  too  soon 
remove  to  a  more  congenial  locality.  But  it  is  ruinous  to  be  of  such  a 
roving  disposition  that  a  desire  is  felt  to  move  more  than  twice,  for,  if  it 
becomes  known  that  one  is  always  changing,  his  patrons  will  become 
suspicious. 

Ignorance  is  a  cause  of  failure,  and  it  is  believed  to  be  the  chief  one; 
and  nothing  is  plainer  than  that  a  man  who  is  not  possessed  of  an  intelli- 
gent knowledge  of  his  profession  should  fail.  It  would  seem  that  if  he 
were  ignorant,  and  at  the  same  time  showed  no  disposition  to  increase 
his  knowledge,  failure  would  be  the  inevitable  result. 

Failure  arises  sometimes  from  neglecting  to  select  some  aim  in  life, 
some  one  achievement  to  strive  for,  and  to  bend  every  energy  toward. 
Without  some  particular  desire  to  be  gratified  by  patient,  painstaking 
effort,  some  hope  to  be  realized,  some  plans  to  live  with,  to  think  of  by 
day  and  to  sleep  with  by  night,  to  toss  about  with  upon  a  bed  in  constant 
contemplation,  there  can  be  no  success  worthy  of  the  name. 

Some  capital  is  essential,  although  not  absolutely  necessary;  but 
with  it  much  time  is  saved  and  the  term  of  professional  activity  is  mate- 
rially lessened.  The  professional  man's  capital  is  his  skill,  without 
which  he  can  never  hope  for  advancement,  no  matter  how  much  money 


S6  THE    PRACTICE    BUILDER 

he  has.  There  are  numerous  business  procedures  that  necessitate  the 
use  of  money  by  a  dentist;  the  lack  of  financial  aid  does  nothing  more 
than  to  prevent  him  from  getting  to  the  front  as  rapidly  as  if  he  had  the 
use  of  it.  With  most  men  entering  dentistry,  all,  or  nearly  all,  of  their 
money  has  been  spent  in  gaining  an  education  and  in  fitting  up  an 
oftice.  For  three  years  prior  to  establishment  in  the  field  of  their 
future  endeavor  they  have  been  constantly  paying  out,  with  nothing 
coming  in.  Thus  it  is  that  when  entering  upon  work  they  are  com- 
pelled to  husband  their  resources,  to  sustain  themselves  during  the 
period  that  they  are  engaged  in  building  up  a  patronage. 

Another  cause  of  failure  is  a  too  complete  reliance  or  dependence 
upon  one  class  of  patronage.  In  a  practice  that  is  comparatively  young 
this  is  imadvisable;  and,  indeed,  in  cities  of  the  smaller  class  it  is  not  to 
be  thought  of.  In  these  cities,  more  particularly,  a  dental  practice  can- 
not be  conducted  with  favoritism  toward  a  class,  because  the  best  and 
most  desirable  class  is  decidedly  in  the  minority.  The  peculiar  rela- 
tions of  the  dentist  to  his  patrons  is  such  that  he  attracts  all  classes  or 
none,  and  in  a  young  practice  any  attempt  at  cultivating  a  class  will 
not  prove  successful.  In  a  large  city  and  in  a  long  established  practice 
the  ability  to  secure  class  patronage  is  sustained  by  reputation  and  the 
absence  of  fear  of  competitive  activity;  because,  if  a  practice  is  to  be 
renovated  and  one  class  of  patrons  to  be  removed  from  the  books,  no 
permanent  damage  can  be  done. 

A  disregard  of  the  interests  of  the  patients  is  sure  to  result  in  a  prac- 
tice of  the  most  insecure  kind.  These  interests  must  be  the  first  and 
only  consideration,  and  under  no  circumstances  should  the  importance 
of  this  fact  be  overlooked.  It  is  the  foundation  of  a  dental  practice;  it 
is  the  only  thing  that  makes  the  dentist  sure  of  his  patrons'  support  and 
influence,  and  influence  is  one  of  the  strongest  elements  of  financial 
success. 

The  outlay  of  too  much  money  for  personal  expenses  is  responsible 
for  the  failure  of  many  young  men  to  acquire  a  competency.  Penuri- 
ousness  is  always  contemptible,  but  its  opposite  is  not  wise,  and  to  have 
a  desire  to  spend  money  as  rapidly  as  it  is  earned,  and  to  use  it  largely 
for  personal  expenses,  is  a  hindrance  to  one's  progress. 

A  multiplicity  of  pursuits,  and  a  desire  to  engage  in  other  than  the 


THE    PRACTICE    BUILDER  87 

legitimate  work  of  the  dentist,  is  most  injudicious;  to  depart  from  the 
regular  duties  is  to  slip  just  so  much  out  of  the  path  that  leads  to  the 
goal  of  professional  prestige  and  substantial  gain ;  for  he  who  does  one 
thing,  and  does  it  well,  is  following  by  far  the  safer  plan.  It  takes  all 
of  a  man's  time,  conscientiously  applied,  to  become  a  good  dentist,  and 
he  whose  talents  are  so  manifold  and  whose  employments  become  so 
diversified  that  dentistry  is  neglected,  is  treading  on  dangerous  ground 
if  he  proposes  to  remain  in  dentistry.  Politics  is  something  so  foreign 
to  the  interests  of  dentistry  that  one  not  anxious  for  political  honors 
will  not  care  to  meddle  with  them;  party  strife  and  bitter  partisanship, 
and  the  rivalry  engendered,  are  hurtful  to  the  professional  interests  of 
the  dentist.  It  takes  time  from  the  pursuit  of  his  own  calling,  and  many 
times  involves  the  use  of  money  that  is  likely  to  be  a  de^d  loss.  Econ- 
omy of  time  and  economy  of  money  are  of  the  utmost  value.  Not  ap- 
propriating to  one's  self  the  wisdom  and  experience  of  those  who  have 
gone  before,  the  thousands  of  things  that  are  not  recorded  in  books  and 
the  thousands  of  items  of  experience  that  are  in  danger  of  perishing 
with  the  men  who  learned  them,  invites  failure. 

Much  experience  in  life  is  gained  by  men  too  late  to  be  of  any  prac- 
tical benefit  to  themselves,  and  he  is  wise  who  adapts  such  experience 
to  his  own  needs.  Wisdom  is  the  applicable  knowledge  that  is  worked 
out  betv/cen  the  lines.  Useful  information  is  often  worshipped,  or  fol- 
lowed blindly,  or  ridiculed.  It  should  be  either  digested  or  used  as  a 
stepping-stone.  It  is  not  so  much  what  one  reads,  or  hears,  or  sees, 
as  what  the  seeing,  hearing,  or  reading  makes  one  think,  that  proves 
useful.  One  thought  written  means  another  thought  born.  Observe, 
compare,  reflect,  record. 

Inability  to  mix  well  with  one's  constituency  is  a  disadvantage ;  but 
there  are  men  who  keep  themselves  unto  themselves  with  the  most 
constant  and  complete  success.  This  is  due  to  the  inherent  force  of 
character  of  the  men.  Congeniality  is  an  advantage,  but  it  is  not  a  ne- 
cessity. A  certain  cause  of  failure  is  a  tendency  to  seek  the  company 
of  persons  who  are  the  mental  and  moral  inferiors  of  one's  self.  There 
are  men  who  take  a  peculiar  delight  in  mixing  privately  with  persons 
with  whom  they  would  not  care  to  be  seen  in  public  places ;  and  to  be 
seen  with  them  would  cause  them  to  blush.    This  fondness  for  the  soci- 


88  THE    PRACTICE    BUILDER 

ety  of  inferiors  is  explained  when  it  is  understood  that  the  inferiors  pay 
a  certain  homage  to  the  individual  in  whom  they  recognize  a  superior. 
Many  men  seek  the  company  of  these  persons  as  a  relaxation  from  the 
keen  mental  strain  of  working  for  or  with  men  of  equal  station;  but 
nothing  could  be  more  dangerous  to  the  business  interests  of  a  dentist 
than  to  be  known  as  a  boon  companion  of  the  thoughtless  and  idle 
mortals  who  infest  every  connnunity.  If  this  habit  is  persisted  in,  he 
soon  becomes  debarred  from  the  privileges  of  association  with  his  peers 
and  is  judged  to  be  one  of  the  class  with  which  he  is  on  terms  of  famil- 
iarity; he  is  also  demoralized  in  his  own  interests.  "  W'e  cannot  handle 
pitch  without  being  defiled,"  and  no  one  can  be  a  companion  of  these 
individuals  without  harm  to  himself. 

An  unfortunate  circumstance  w'ith  many  is  that  of  making  the  ac- 
quaintance of  persons  who  are  not  only  possessors  of  dishonest  motives, 
but  are  also  of  such  a  nature  that  they  are  not  found  out  for  a  long  time. 
These  persons  are  usually  extremely  glib-tongued,  and  have  a  knack 
of  insinuating  themselves  into  the  good  graces  of  almost  anyone,  with- 
out the  slightest  formality,  where  a  modest  man  would  be  months  or 
years  in  attaining  the  same  familiar  footing.  Always  of  a  social  dispo- 
sition, they  are  never  satisfied  unless  they  are  partaking  of  the  hospital- 
ities of  anyone  with  whom  they  may  chance  to  strike  up  an  acquaint- 
ance. To  properly  gauge  these  persons,  a  good  knowledge  of  human 
nature  is  necessary,  although  even  this  will  sometimes  prove  at  fault. 

An  instance  comes  to  mind  of  a  person  who  ingratiated  himself  inta 
the  good  graces  of  a  dentist,  and,  having  an  ofifice  near  him,  managed 
to  be  seen  in  his  company  as  often  as  possible.  Social  invitations  were 
sent  to  both,  the  glib  one  always  accepting  and  the  dentist  always 
sending  regrets.  Complications  of  every  possible  nature  soon  beset 
the  one  who  w'as  all  sociability  and  no  business,  until  finally  the  dentist 
was  compelled  to  pay  many  of  the  bills  of  the  other  to  keep  his  own 
good  name  above  reproach.  The  cost  was  great,  but  the  preservation 
of  a  good  name  was  worth  the  price  paid.  Even  then  the  dentist  suf- 
fered by  being  classed  with  the  other,  and  was  in  a  sense  a  "  Poor  Dog 
Tray,"  until  the  evil  effects  of  the  unfortunate  association  were  outlived. 
While  little  or  no  loss  of  patronage  may  have  resulted,  the  publicity  giv- 
en such  matters  is  most  decidedly  something  to  be  studiously  avoided. 


THE    PRACTICE    BUILDER 


89 


Building  castles  in  the  air,  a  pursuit  which  is  perhaps  a  pleasant 
occupation,  is  one  which  does  not  mate  well  with  the  practical  work 
of  every-day  life,  and  is  a  habit  that  most  men  will  do  well  to  rid  them- 
selves of.  The  stern  realities  and  hard  bumps  are  not  nearly  so  enticing, 
but  they  have  the  merit  of  actuality  and  of  possibility,  merits  that  are 
not  noticeable  in  castle  building.  This  habit  of  wishing  and  dreaming 
away  the  long  and  valuable  hours  of  early  years  is  to  be  discouraged; 
it  results  in  discontent,  in  getting  above  one's  business,  and  leads  to 
laziness  of  mind  and  body. 

The  abuse  of  liquor  is  a  prominent  cause  of  disasters  in  business 
and  professional  life.  Sobriety  is  essential  to  dexterity,  and  to  the  exe- 
cution of  details  of  practice  so  dependent  on  the  steadiness  of  the 
hands.  The  question  of  harm  from  the  use  of  liquor  may  be  an  open 
one.  That  it  does  actual  good  is  not.  The  use  of  liquor  in  its  relations 
to  the  welfare  of  mankind  in  general  is  something  that  we  have  no  desire 
to  discuss,  and  it  is  probable  that  if  we  chose  to  do  so,  we  should  find 
ourselves  inadequate  to  the  task.  To  take  a  view  of  the  matter  just  as 
it  is,  without  the  use  of  the  pyrotechnical  terms  of  the  peripatetic  tem- 
perance orator,  we  do  not  believe  that  the  reasonable  use  of  liquor,  the 
occasional,  not  the  habitual,  use,  is  harmful  to  any  man  of  sense  and 
judgment.  But  we  do  most  heartily  discountenance  the  habit  of  be- 
coming a  fixture  at  resorts  where  amber  fluid  flows.  There  are  now 
dentists,  and  there  have  been  dentists  in  the  past,  who  ruined  their 
practices,  disgraced  their  families,  and  dashed  their  hopes  to  earth, 
through  no  other  fault  than  that  of  drink. 

Dentists  as  a  class  are  men  who,  by  reason  of  their  more  or  less 
constant  employment  and  close  confinement  to  duty,  are  likely  to  be 
freer  from  the  desire  or  craving  for  drink  than  other  men.  If  a  dentist 
is  ambitious  for  success,  anxious  for  the  favorable  opinion  of  his  clients, 
and  respectful  toward  his  own  health,  he  will  avoid  the  unwise  use  of 
intoxicants.  If  he  would  preserve  his  good  looks,  he  will  keep  away 
from  bar-rooms.  If  he  would  preserve  his  good  name,  he  will  keep 
away  from  bar-rooms.  If  he  would  preserve  his  good  manners,  he  will 
keep  away  from  bar-rooms. 


The  Dentist  Himself 

"  There  are  but  three  classes  of  viot :  the  retrograde,  the  stationary,  and  the 

progressive  " 

We  have  considered  in  their  order  the  subjects  of  dental  education, 
dental  legislation,  selecting  a  location,  an  outfit,  and  furnishing  of 
office. 

We  have  now  a  few  words  to  say  concerning  the  man  at  the  helm; 
we  shall  not  say  a  great  deal,  because  much  that  could  be  said  has  al- 
ready been  told  in  part  in  the  chapter  on  dental  education,  and  other 
matters  bearing  both  directly  and  indirectly  on  the  subject  will  be  found 
in  special  chapters. 

The  old  Greeks  said  that  to  become  an  able  man  in  any  profession 
three  things  are  necessary:  Nature,  study,  and  practice.  So  far  as 
this  applies  to  dentistry,  we  believe  that  a  man  adapted  by  nature,  or, 
more  properly  speaking,  by  temperament,  for  his  calling,  is  more  likely 
to  succeed  than  one  who  is  not  so  adapted.  We  do  not  believe  that 
dentists  are  born,  and  not  made;  in  fact,  the  preponderance  of  evidence 
would,  in  a  great  majority  of  instances,  show  that  dentists  were  made, 
and  not  born,  dentists.  Poets  may  be  born,  but  dentists  have  been 
made.  A  man  who  studies  dentistry  because  he  likes  the  scientific  in- 
vestigation the  work  necessarily  implies,  and  feels  that  he  will  be  an 
element  in  raising  its  standard  in  the  popular  esteem;  that  he  can  devote 
himself  assiduously  to  the  practice  of  this  profession ;  that  he  is  willing 
to  sink  himself  for  the  benefit  of  his  art,  devoting  himself  to  uplifting 
and  upholding  it  as  a  worthy  science;  realizing  that  a  lifetime  of  con- 
scientious research  may  be  given  to  it,  and  that  even  then  one  may  not 
attain  to  any  special  distinction,  even  though  the  highest  attainments 
be  exercised,  will  succeed.  The  old-fashioned  tooth-carpenter  has  be- 
come almost  extinct,  although  some  localities  are  still  represented  by  a 
lingering  specimen  of  the  species.    In  place  of  such  who  formerly  in- 

90 


THE    PRACTICE    BUILDER 


91 


fested  the  country,  we  find  modern  educated  doctors  of  dental  surgery, 
trained  in  the  theory  and  practice  of  the  science,  coupled  with  a  devo- 
tion rarely  seen  in  other  walks  of  life. 

Alen  who  have  spent  their  early  years  in  pursuits  so  far  removed 
from  dentistry  that  their  entrance  upon  it  would  seem  presumptuous, 
have  entered  into  practice,  kept  pace  with  the  best  thought,  and  in  many 
instances  have  led  the  pace.  Instances  of  such  achievements  are  not 
at  all  infrecjuent  in  dentistry.  Dr.  Allport  was,  if  our  memory  serves 
us  right,  a  tailor  for  a  time.  Dr.  Welsh  was  a  cabinet-maker.  Dr.  Atkin- 
son a  tailor,  and  yet  all  rose  to  the  fullest  professional  success.  In  every 
instance  these  men  showed  themselves  possessed  of  the  temperamental 
attributes  which  are  necessary  if  one  would  become  skilful  as  a  dentist. 
Dr.  Allport,  it  is  said,  while  serving  his  apprenticeship,  was  a  source 
of  much  concern  to  his  employer,  and,  becoming  disgusted  with  the 
tailoring  business,  said  one  day  that  he  thought  he  would  quit  that  and 
study  to  become  a  dentist.  The  employer  said  years  afterward:  "  Well, 
I  hear  Walter  is  getting  to  be  a  fine  dentist;  I  am  glad  to  hear  it,  be- 
cause I  don't  think  he  ever  would  have  been  a  good  tailor."  Here  is  a 
man  who  was  not  born  a  tailor,  but  made  of  himself  a  dentist;  he  had  a 
good  academic  education,  and  he  availed  himself  of  the  best  talent  of 
his  time  for  his  dental  training,  and  grew  to  outstrip  his  fellows  and  to 
become  the  presiding  officer  of  the  most  powerful  dental  association 
in  the  vv'orld. 

A  man  should  know,  before  he  enters  upon  a  profession,  whether 
he  has  a  natural  aptitude  for  it  or  not;  and,  if  he  thinks  he  has  not,  he 
should  have  the  good  sense  to  keep  out  of  it. 

Only  by  hard  study  can  one  acquire  the  store  of  knowledge  upon 
which  depends  a  man's  success  in  a  profession.  No  man  was  ever  born 
a  great  surgeon,  because  surgery  is  sheer  anatomy,  and  a  man  was  never 
born  with  a  knowledge  of  anatomy ;  to  know  anatomy  one  must  study  it, 
bone  by  bone,  muscle  by  muscle.  No  man  can  know  all  there  is  to  be 
known  of  dentistry,  even  if  he  applies  himself  studiously  from  the  very 
beginning  of  his  adoption  of  it  as  a  profession;  excellence  and  superior 
ability  are  not  possible  to  any  one  man  in  dentistry,  because  the  subject 
is  too  complex,  and  it  is  becoming  more  complex  year  by  year.  Sub- 
jects become  specialized,  that  a  few  years  since  were  a  part  of  the  gen- 


92 


THE    PRACTICE    BUILDER 


eral  dental  knowledge;  and,  while  they  are  still  such,  they  have  also 
become  specialties.  These  specializations  are  the  result  of  one  thing — 
study — study  of  the  requirements  of  a  special  branch ;  and  it  is  to  study 
that  dentistry  will  owe  its  continual  broadening. 

Practice  is  the  means,  of  course,  by  which  the  dentist  verifies  his 
stud\  ;  and  here  we  find  the  advance  of  the  science;  the  theory  of  yes- 
terday is  the  practice  of  to-day,  and  the  theory  of  to-day  is  the  practice 
of  to-morrow:  this  is  not  only  true  of  dentistry,  but  of  most  of  the  scien- 
tific work  of  our  time.  Some  vague  theory  is  advanced  here  or  there, 
and  to-morrow  it  is  practised. 

Few  lines  of  research  afford  greater  opportunity  for  the  practical 
application  and  verification,  or  repudiation,  of  the  theories  promulgated, 
than  dentistry,  because  of  the  methodical  scientific  basis  of  the  profes- 
sion. Eacli  practitioner  has  modes  peculiar  to  himself,  yet  these,  while 
differing  slightly  in  then-  application,  are  yet  so  similar  in  the  ends 
they  attempt  that  they  constitute  a  generally  accepted  standard  of  result. 
Dentistry  has  kept  pace  with  the  rapid  advance  of  medicine,  and  has 
been  in  many  instances  more  fruitful  of  good  results.  This  is  espe- 
cially true  of  anaesthetics,  which  have  received  great  impetus  from  the 
dental  profession.  So,  too,  has  the  study  of  bacteriology  been  mate- 
rially aided  by  the  contributions  of  dentistry  to  the  general  store  of 
knowledge  on  this  important  subject. 

Many  dentists  of  long  experience  have  no  special  aptitude  for  den- 
tistry, while  others,  possessing  little  experience,  but  aided  by  a  natural 
aptitude  and  the  power  of  application,  rapidly  rise  head  and  shoulders 
above  their  colleagues. 

The  dentist  should  have  a  liberal  preliminary  and  professional  edu- 
cation; the  more  liberal  this  has  been,  the  more  rapidly  will  he  build  a 
practice  and  win  the  favor  of  his  patrons ;  the  broader  his  education,  the 
broader  will  be  the  foundation  of  his  professional  success,  and  the  larger 
and  more  imposing  will  be  the  structure  of  professional  distinction  to 
which  he  will  attain.  There  can  be  no  mistake  about  this;  there  never 
was  a  man  yet  too  well  educated  to  be  a  good  dentist,  nor  was  a  man 
ever  too  well  educated  for  any  calling.  From  a  superior  education 
springs  all  the  good  that  is  to  be  had  in  professional  life. 

He  must  have  manipulative  skill,  or  be  capable  of  acquiring  that 


THE    PRACTICE    BUILDER 


93 


dexterity  which  is  so  essential.  Many  men  have  been  highly  successful, 
with  the  possession  of  no  other  attribute  than  that  of  manipulative  skill. 

He  should  be  possessed  of  artistic  taste,  for  nowhere  is  its  lack  more 
conspicuous  than  in  the  construction  of  dental  apparatus  without  regard 
to  the  appropriateness  of  the  appliance  to  the  temperament  of  the  indi- 
vidual, or  by  a  lack  of  familiarity  with  the  requirements  of  form,  color, 
and  harmony,  not  only  so  far  as  relates  to  the  replacement  of  lost  teeth 
by  artificial  substitutes  in  plate  work,  but  in  the  insertion  of  modern 
bridge  work,  and  in  filling  operations,  and  in  every  relation  of  the  rap- 
idly advancing  specialty  of  regulating  teeth  and  remodelling  the 
features. 

He  must  be  industrious.  He  who  is  industrious  shall  stand  before 
kings.  In  this  world  the  man  who  is  industrious  is  the  man  who  suc- 
ceeds, while  he  who  believes  that  all  things  come  to  him  who  waits  may 
be  disappointed.  To  be  industrious,  therefore,  is  one  of  the  best  attri- 
butes a  dentist  can  have. 

A  dentist  should  be  of  a  persevering  disposition;  perseverance  is 
a  trait  of  character  which  has  made  many  men  succeed,  with  failure 
staring  them  in  the  face.  This  trait  comes  in  for  exemplification  in 
dentistry  with  perhaps  greater  frequency  than  most  men  care  to  admit; 
its  continual  application  tends,  however,  to  perfection  of  the  art  of  the 
individual. 

Another  trait  is  that  of  self-control.  Alexander  could  conquer  the 
world,  but  he  could  not  govern  himself.  A  dentist  should  possess  this 
most  desirable  attribute.  A  man  who  can  control  himself  can  better 
control  others,  so  far  as  such  control  is  necessary  to  inspire  confidence 
and  assist  toward  the  more  proper  performance  of  the  work  in  hand. 
Evenness  of  temper  is  absolutely  essential  to  obtain  and  retain  the  good 
will  of  a  patient. 

He  must  be  enthusiastic — optimistic,  if  you  will ;  without  enthusiasm 
he  lacks  a  quality  that  has  helped  to  make  dentistry  what  it  is.  Enthusi- 
asm ever  has  been  a  most  potent  factor  in  the  advancement  of  dentistry 
as  a  science  and  as  an  art. 

He  should  be  possessed  of  business  tact;  often  this  is  a  more  power- 
ful aid  to  success  than  the  most  careful  educational  preparation.  Men 
possessed  of  shrewdness  and  good  business  ability  often  succeed  when 


94 


THE    TRACTICE    BUILDER 


not  possessed  of  even  average  education  or  skill,  while  many  men  who 
have  professional  attainments  above  the  ordinary,  but  in  whom  business 
tact  and  foresight  are  lacking,  may  fail  utterly.  It  therefore  stands  a 
man  well  in  hand  to  familiarize  himself  with  the  business  principles 
wliich  obtain  in  connnercial  lines,  for  he  will  have  ample  opportunity 
to  apply  them. 

He  should  be  strictly  honest.  Honest  to  his  clients  and  honest  to 
himself.  A  man  who  is  capable  of  practices  which  savor,  however 
slightly,  of  dishonesty,  cannot  succeed  in  dentistry.  It  makes  little  dif- 
ference what  form  the  dishonesty  may  take;  one  who  is  guilty  of  dis- 
honesty toward  his  patients  cannot  retain  their  confidence. 

There  is  nothing  bright  about  dishonesty ;  any  fool  can  be  dishonest. 
A  great  many  have  become  rich  by  being  dishonest;  but  the  best  men, 
and  the  most  prosperous  and  prominent  ones,  are  those  who  are  noted 
for  their  honesty.  It  is  not  a  good  plan  to  be  honest  because  "  honesty 
is  the  best  policy,"  but,  if  a  man  is  going  to  be  honest,  let  him  be  honest 
because  it  is  right. 

A  man  should  understand  himself.  He  should  know  what  his  am- 
bition is,  what  his  desires  are,  what  he  is  capable  of  doing.  A  lack  of 
such  knowledge  of  one's  self  has  been  the  cause  of  many  failures.  Be- 
cause one  man  has  been  successful  in  this  or  that  is  no  evidence  that 
another  could  have  been  equally  so  under  the  same  circumstances.  This 
lies  with  the  man  himself,  and  with  his  knowledge  of  his  own  possibil- 
ities. There  are  hundreds  of  failures  where  young  men  have  not  gauged 
themselves  properly.  They  have  overreached  their  own  ability.  Too 
many  are  anxious  for  meteoric  successes.  He  must  know  his  own 
instincts — whether  they  tend  to  raise  him  to  a  higher  plane  of  life,  or 
tempt  him  to  dally  with  the  vacuous  and  time-killing  pursuits  of  the 
voung  man  of  the  period.  The  sooner  a  young  man  acquires  habits  of 
studious  application  to  his  profession,  the  better  it  will  be  for  him. 

Mental  expansion  is  the  result  of  such  application,  and  all  the  pro- 
fessional growth  and  personal  distinction  which  it  is  possible  for  a  man 
to  attain  is  the  result  of  mental  expansion  and  a  broadening  of  personal 
culture  which  cannot  be  had  by  frittering  away  the  hours.  The  great 
successes  in  dentistry  have  been  attained  by  men  who  worked  while 
others  slept  or  fooled  away  their  time  attempting  to  become  society 


THE    PRACTICE    BUILDER 


95 


young  men.  Every  man  is  the  architect  of  his  own  fortune,  the  maker 
of  his  own  professional  success;  and,  as  there  is  no  royal  road  to  learn- 
ing, there  is  no  short  cut  to  success,  and  one  cannot  too  early  see  the 
truth  of  this.  Every  man  in  dentistry  to-day,  who  has  made  a  name, 
owes  it  to  no  one  but  himself.  His  own  efforts  alone  are  responsible  for 
his  place  in  the  esteem  of  his  colleagues  and  in  the  patronage  of  his 
clients. 

After  leaving  college,  young  men  should  come  to  understand  that 
they  are  alone,  to  the  extent  that  they  must  depend  upon  themselves. 
One  may  seek  advice  if  he  chooses,  but  he  must  do  the  work  himself. 
Dentists,  as  a  rule,  seek  very  little  advice,  performing  their  work  ac- 
cording to  the  teachings  of  their  professors,  or  evolving  methods 
peculiar  to  themselves;  hence  they  rarely  ask  advice,  except  where  they 
can  consult  a  former  professor;  the  literature  of  the  profession  performs 
the  duty  of  giving  the  advice,  without  the  necessity  for  applying  to 
other  practitioners. 

This  is  perhaps  as  good  a  place  as  any  to  consider  the  question  of 
professional  titles,  a  subject  frequently  commented  upon,  especially 
in  the  meetings  of  the  dental  societies.  Most  of  these  references  have 
application  to  the  question  of  both  medical  and  dental  titles.  The  use 
of  one  or  the  other  of  these  is  sometimes  made  possible  by  the  practice 
of  conferring  the  honorary  degree  upon  many  men,  because  of  their 
long  service  or  worthy  contributions  to  the  betterment  of  the  profession. 
Where  this  has  been  the  case,  it  would  seem  that  no  objection  should 
be  made;  but,  when  a  degree  is  conferred  without  the  recipient  having 
given  evidence  of  any  especial  superiority,  the  condemnation  of  the 
profession  is  sure  to  result. 

It  takes  three  years  to  acquire  the  title  D.D.S.,  and  the  same  time, 
and  in  some  instances  four  years,  to  gain  the  title  M.D.  The  title 
D.D.S.  should  be  required  of  every  intending  practitioner,  because  the 
time  that  has  been  devoted  to  acquiring  it  is  an  evidence  that  its  holder 
believes  the  possession  of  it  is  worthy  the  time,  labor,  and  money  so 
spent;  and,  if  a  man  acquires  an  extensive  knowledge  of  dentistry,  and 
intends  to  follow  it  as  his  profession,  he  will  have  all  he  can  do  to  be  a 
good  dentist,  without  scattering  his  ability  by  attempting  to  be  both 
dentist  and  physician;  besides,  he  has  little  or  no  opportunity  as  a  prac- 


96 


THE    PRACTICE    BUILDER 


tising-  dentist  to  apply  his  medical  ability  to  any  greater  extent  than 
the  general  practising  dentist  who  is  properly  qualified. 

Instruction  in  the  dental  colleges  is  adequate  to  all  the  demands 
made  upon  a  dentist,  so  far  as  these  are  concerned  in  the  treatment  of  the 
systemic  effects  of  local  disturbances;  in  the  diagnosis  of  lung  and 
heart  affections;  in  the  manufacture  and  administration  of  anaesthetics, 
and  in  counteracting  the  undesirable  effects  of  such  administration.  If 
a  man  proposes  to  become  an  oral  surgeon,  it  is  proper  that  he  should 
be  a  graduate  both  in  medicine  and  dentistry ;  but  in  dentistry  itself,  just 
as  scientific  work  can  be  done  by  having  merely  a  thorough  knowledge 
ot  dentistry,  as  though  one  possesses  half  a  dozen  titles. 

The  American  Dental  Association,  at  a  recent  meeting,  expressed  its 
disapi)robation  of  the  practice  of  conferring  degrees  honorarily  upon 
dentists  and  physicians. 

We  have  no  intention  of  discussing  the  question  as  to  whether  den- 
tistry is  a  specialty  of  medicine.  That  has  been  done  to  the  satisfaction 
of  those  at  least  who  took  part  in  it,  and  we  have  no  desire  to  add  any- 
thing to  the  matter;  but  we  are  quite  sure  that  those  in  possession  of 
both  titles,  M.D.,  D.D.S.,  have  not  been  repaid,  either  as  to  extended 
knowledge  or  opportunity,  for  their  application  by  use  or  honor.  Those 
in  possession  of  the  title  D.D.S.,  without  the  AI.D.,  have  made  records 
quite  as  worthy  as  those  who  have  attained  the  M.D.  degree.  People 
do  not  care  whether  a  man  is  an  M.D.,  D.D.S.,  or  whether  he  is  just 
D.D.S.;  neither  do  they  care  what  school  he  came  from,  so  long  as  it 
was  reputable.  What  the  people  want  to  know  is,  if  he  is  a  good  dentist; 
atid  they  know,  too,  that  they  must  find  this  out  largely  for  themselves. 
They  ask  of  him  only  that  he  shall  keep  pace  with  all  that  is  good  in  his 
profession,  maintain  a  dignity  and  honor  essential  to  his  position,  his 
profession,  and  his  patronage,  and  they  ask  for  nothing  more. 

Xo  man  has  a  right  to  consider  himself  a  professional  man  who  is 
not  a  gentleman;  but  no  man  becomes  at  once,  upon  the  acquisition 
of  his  title,  a  gentleman.  Because  one  is  a  professional  man  is  no  evi- 
dence that  he  is  a  gentleman;  but  he  should  be,  and  usually  is.  He 
should  never  stoop  beneath  the  dignity  or  gentleness  which  we  expect 
to  see  most  exemplified  in  professional  men. 

At  first  glance  we  see  nothing  in  a  gentleman  that  attracts  the  atten- 


THE    PRACTICE    BUILDER 


97 


tion.  He  may  be  simple,  calm,  ingenuous,  manly,  rather  than  graceful; 
sedate  rather  than  animated.  His  manner  is  neither  reserved  nor 
demonstrative,  but  attentive,  respectful,  and  guarded;  neither  obsequi- 
ous nor  imperious,  but  calm  and  self-possessed.  His  politeness  appears 
in  acts  rather  than  in  protestations ;  though  he  does  not  despise  conven- 
tion, he  is  not  its  slave;  he  does  not  allow  himself  to  be  hampered  by 
the  unimportant,  nor  does  he  ever  see  a  heinous  offence  in  a  trifling 
breach  of  established  usage. 

In  him  we  find  that  happy  faculty  which  enables  one  to  adapt  himself 
to  those  vv^ith  whom  he  may  be  thrown  in  contact.  He  believes  that 
everyone  has  some  good  points,  which,  if  they  are  but  studied,  may  be 
brought  out;  and  that,  if  a  person  has  weaknesses,  he  also  is  possessed 
or  virtues  which  it  is  his  duty  to  discover.  He  does  discover  these  virt- 
ues, and  he  makes  a  friend. 

In  his  conversation  he  shows  his  versatility  and  his  tact;  for,  with 
the  pedant  he  dogmatizes,  with  the  sage  he  reasons,  in  the  social  circle 
he  shines;  he  consoles  the  unfortunate;  he  will  contend  for  the  rights 
of  humanity,  and  swear  eternal  fidelity  to  the  woman  of  his  choice. 
He  talks  trade  to  the  shopkeeper,  politics  to  the  ambitious,  perspective 
to  the  painter,  the  drama  to  the  actor,  playthings  to  children,  house 
affairs  to  the  matron,  and  common-sense  to  all.  Honesty  with  him 
is  an  instinct  which  he  exercises  without  reflection. 

In  his  pleasures  his  prudence  appears  most  prominently;  for,  what- 
ever his  pleasures  may  be,  he  is  never  seen  to  overstep  the  bounds  pre- 
scribed by  decency  and  self-respect.  Pleasure  that  injures  no  one  seems 
to  him  innocent,  and  recreation  that  follows  labor  seems  to  him 
reasonable. 

Being  discreet  in  the  formation  of  acquaintances,  he  studies  their 
characters  before  he  gives  them  his  confidence.  In  conversation  he 
is  neither  impatient  nor  hurried,  and  he  attaches  more  importance  to 
the  matter  of  his  speech  than  to  the  selection  of  words.  He  takes  as 
much  pains  to  remain  unnoticed  as  many  others  take  to  make  them- 
selves seen,  and  if  he  appears  in  a  circle  where  he  is  not  known,  the 
greatest  number  see  in  him  only  a  quiet  plain  man,  who,  despite  his 
simplicity,  has  that  about  him  to  which  they  involuntarily  yield  their 
respect.     The  superficial,  the  presuming,  and  the  malicious,  though 


98  THE    PRACTICE    BUILDER 

ignorant  of  the  cause,  are  embarrassed  by  his  steady  searching  glance; 
the  loyal  and  the  unfortunate,  on  the  contrary,  are  drawn  toward  him, 
feeling  that  in  him  they  shall  find  a  friend. 

He  avoids  what  is  likely  to  create  discord,  seeks  to  promote  kindly 
feeling  among  his  fellows,  and  never  pleads  the  faults  of  others  in  ex- 
tenuation of  his  own.  He  is  slow  to  take  offence,  opposes  incivility 
with  urbanity,  and  passion  with  moderation.  Wrong-doing  he  accounts 
a  weakness,  and  he  pleads  weakness  as  its  excuse;  the  wrong-doer  ex- 
cites his  pity  rather  than  his  hate.  He  is  guarded  in  speaking  ill  of 
others,  which  he  never  does  without  the  best  intentions ;  as,  for  instance, 
to  right  a  wrong,  to  unmask  a  hypocrite,  to  punish  the  guilty,  or  to 
protect  the  weak.  In  speaking  of  his  enemies,  he  never  forgets  to  be 
just;  he  is  not  of  those  who  are  blind  to  the  virtues  of  even  the  most 
unworthy,  nor  is  he  of  those  who  are  so  ungenerous  as  to  deny  them. 

He  does  not  soil  his  conscience  with  falsehoods;  does  not  wilfully 
give  cause  for  offence  to  any ;  does  not  seek  to  overreach  his  neighbor ; 
does  not  forget  the  respect  due  to  womanhood  nor  old  age,  the  feeble 
nor  the  poor. 

His  aims  are  generous,  his  trust  is  constant,  his  word  is  never 
broken,  his  honor  is  never  stained;  he  is  as  gentle  as  brave,  and  as 
honest  as  wise.  He  wrongs  no  one  by  word  or  deed,  and  dignifies  his 
life  by  nobilit}  of  thought,  depth  of  feeling,  and  grace  of  manner.  He  is 
a  loyal  son,  a  true  husband,  an  honest  father.  His  life  is  decent.  His 
bills  are  promptly  paid.  His  tastes  are  high  and  elegant;  his  aims  in 
life  are  lofty  and  noble.  He  is  never  guilty  of  that  parsimony  m  little 
things  that  disgraces  more  than  display  in  great  ones  exalts.  He  is 
moderate  in  his  expenditures,  and  punctual  in  his  payments.  He  often 
denies  himself  the  pleasures  of  luxury  to  indulge  in  those  of  benev- 
olence. 

He  is  modest  in  prosperity,  resigned  in  adversity,  and  dignified 
always.  His  dress  is  an  index  to  his  character — simple,  appropriate, 
harmonious.  The  man  of  the  world  pronounces  it  tasteful,  the  man  of 
the  people  sees  in  it  nothing  unusual,  and  the  man  of  sense  recognizes  in 
it  a  certain  independence  of  the  newest  mode. 


Personal  Appearance 

"  Whose  gannents  wither  shall  receive  faded  smiles  " 

Persons  are  sometimes  judged  from  their  appearance,  as  well  as 
from  what  they  are ;  and,  as  most  men  realize  the  advantage  of  creating 
a  favorable  impression,  it  is  well  that  the  dentist  should  give  some 
attention  to  the  matter  of  his  attire. 

Every  man  owes  it  to  himself  to  be  well  dressed;  and  this  is  partic- 
ularly true  of  a  young  man  just  entering  upon  his  professional  career. 
The  most  expensive  clothes  are  not  necessary  in  order  to  be  well  dressed, 
although  we  certainly  do  favor  the  high-priced  tailoring  rather  than 
the  ordinary  tailoring  at  low  prices.  Nothing  is  more  exasperating  to 
a  man  accustomed  to  good  clothes  than  to  become  the  victim  of  a 
second-rate  tailor. 

If  a  man  lives  in  a  town  where  it  is  impossible  to  get  the  better  class 
of  tailoring  done,  he  should  go  to  some  city  where  he  can  select  the 
material  and  be  fitted.  Some  people  have  an  idea  that  one  should  buy 
everything  he  requires  in  the  town  in  which  he  resides;  we  are  of  a 
different  opinion;  a  man  should  be  guided  by  his  needs,  and,  if  his 
townsmen  cannot  supply  him  with  that  to  which  he  has  been  accus- 
tomed, he  should  seek  elsewhere;  he  owes  it  to  himself  to  do  so.  It  is 
all  very  well  to  patronize  home  trade,  but  when  that  home  trade  cannot 
supply  the  grade  of  work  to  which  one  is  accustomed,  he  should  not 
waste  his  money  on  it. 

Most  young  men  have  mistaken  ideas  of  dress;  for,  with  their  tastes 
unfixed,  they  go  to  extremes;  one  either  dresses  in  a  shabby,  cheap-gen- 
teel way  because  he  cannot  afiford,  or  thinks  he  cannot  afford,  to  dress 
better,  or  he  goes  to  the  other  extreme  and  attempts  to  imitate  the 
styles  affected  by  that  class  of  persons  who  have  the  idea  that  they  must 
live  "  up  to  d'  limit,"  as  Chimmie  Fadden  says. 

Wearing  apparel  is  so  moderate  in  price  nowadays  that  no  young 

99 


lOO  THE    PRACTICE    BUILDER 

man  can  afford  not  to  be  well  dressed,  no  matter  how  moderate  his  in- 
come may  be.  Neatness  of  appearance  does  not  depend  upon  the  pos- 
session of  a  large  number  of  suits,  but  upon  how  well  taken  care  of  one 
suit  may  be,  and  the  manner  in  which  it  is  worn. 

Where  one  has  a  moderate  income  he  will  be  wise  to  choose  quiet 
patterns  of  dark  colors.  This  is  not  only  more  economical,  but  it  is  in 
much  better  taste  than  the  lighter  patterns  of  the  more  conspicuous 
cloths.  It  is  a  noticeable  fact  that  the  most  successful  men,  the  men  of 
sense  and  taste,  are  always  dressed  quietly.  It  will  usually  be  found 
that  only  persons  of  shallow  mind  endeavor  to  find  notice  through  their 
dress. 

A  man's  dress  is  a  pretty  accurate  reflection  of  his  character,  and 
very  often  he  is  judged  by  the  taste  which  he  shows  in  his  dress.  While 
a  young  man  may  injure  himself  by  his  loud  and  showy  dressing,  it  is 
equally  true  that  he  has  no  business  to  dress  in  a  shabby  or  careless 
manner.  Time  was  when  shabby  dress  might  have  been  taken  as  an 
indication  of  genius,  but  this  is  no  longer  the  case.  To  a  man  of  more 
than  ordinary  genius — one  who  is  established — such  eccentricity  is  pos- 
sible, but  a  young  man  who  takes  this  for  a  model  makes  a  very  serious 
mistake. 

Apart  from  mere  appearance,  a  young  man's  neatness  of  dress  is 
without  doubt  a  great  inner  and  outer  factor  in  his  success.  A  neat  ex- 
ternal covering  communicates  a  sense  of  neatness  to  the  body,  and  in 
turn  this  sense  of  bodily  neatness  exerts  an  influence  extending  to  the 
work  in  hand;  a  man  of  neat  appearance  is  more  likely  to  be  ambitious 
to  perform  work  that  shows  the  impress  of  neatness.  Neatness  of 
attire  conveys  a  mental  impression ;  as  a  man  feels  so  will  he  work. 

It  is  not  necessary  for  a  man  of  moderate  means  to  dress  in  the 
immediate  fashion,  but  it  is  necessary  to  be  neat.  Most  people  have 
more  confidence  in  one  who  keeps  himself  neat  and  clean  than  in  one 
who,  regardless  of  good  taste,  has  a  shabby  and  soiled  appearance. 
We  have  no  desire  to  be  understood  as  making  too  much  of  personal 
appearance  as  a  factor  in  a  dentist's  success,  but  we  have  faith  in  it, 
and  have  seen  evidence  time  and  again  to  strengthen  our  opinion  that 
no  young  man  anxious  for  his  personal  advancement  can  afford  to 
slight  himself  in  this  matter. 


THE    PRACTICE    BUILDER  lOi 

There  is  no  way  by  which  we  can  arrive  at  a  definite  statement  con- 
cerning the  amount  a  young  man  should  spend  to  maintain  a  good  ap- 
pearance. It  depends  largely  on  circumstances.  We  do  most  emphat- 
ically advise  that  he  should  dress  as  well  as  his  income  will  allow;  it  is 
not  necessary  for  him  to  dress  better  than  that,  nor  is  it  wise  to  dress 
below  this  standard.  It  should  be  remembered  that  money  rightly  spent 
to  maintain  a  neat  appearance  is  never  money  wasted  with  a  profes- 
sional man,  be  he  young  or  old,  married  or  unmarried;  especially  is 
this  true  and  applicable  to  a  dentist.  The  chief  danger  to  young  men 
is  that  they  are  likely  to  dress  beyond  their  means.  This  is  not  so  dan- 
gerous, how^ever,  as  dressing  shabbily  or  without  regard  to  the  position 
which  professional  men  must  necessarily  maintain.  Extravagance  is 
wastefulness.  Extravagance  is  unnecessary.  Economy  of  the  close 
kind  is  altogether  inadvisable  when  directed  toward  the  question  of 
dress.  Economy  of  this  kind  does  not  pay.  One  should  make  an 
effort  to  look  neat  at  all  times,  and,  in  a  word,  to  be  as  presentable  as 
possible. 

The  extreme  styles  should  never  be  aft'ected  by  the  young  man  who 
wishes  to  gain  the  confidence  of  his  patients,  or  the  respect  of  people 
in  social  life  whose  friendship  may  be  of  value  to  him.  Among  men 
the  best  dressed  ones  are  those  who  dress  quietly  and  well;  this  is 
equally  true  of  women.  Quiet  dressing  and  good  dressing  are  one, 
and  they  are  always  in  good  taste.  Loud  dressing  is  not  good  dress- 
ing, and  it  is  always  in  poor  taste. 

Good  clothes  are  far  from  being  sufficient  to  gain  one  admittance 
to  the  better  circles  of  society,  but  without  them  admittance  is  impos- 
sible. When  we  go  out  into  the  world  it  is  not  sufficient  to  do  as  others 
do;  we  must  also  dress  as  others  dress,  and  conform  to  the  prevailing 
fashion  without  going  the  least  beyond. 

It  requires  something  more  than  a  full  purse  to  enable  one  to  dress 
well;  it  requires  sense,  taste,  refinement.  Indeed,  dress  may  be  con- 
sidered in  the  light  of  a  fine  art.  It  is  a  pretty  sure  index  of  character, 
and  few  dress  really  well  who  would  not  be  considered  persons  of 
culture. 

In  the  replenishment  of  one's  wardrobe,  the  first  thing  to  be  con- 
sidered is  the  material.     This  should  always  be  good.     Low-priced 


I02  THE    PRACTICE    BUILDER 

stuffs  are  rarely,  if  ever,  cheap ;  and  they  are  certainly  not  cheap  unless, 
though  low-priced,  they  are  of  good  quality.  As  a  rule,  one  suit  that 
costs  fifty  dollars  or  seventy-five  dollars  does  more  service  than  two 
suits  that  would  cost  the  same  amount. 

If  the  coat,  vest,  and  trousers  of  a  business  suit  are  not  made  of  the 
same  cloth,  the  coat  and  vest  should  be  of  the  same  and  be  darker  than 
the  trousers.  Men  who  cannot  or  do  not  choose  to  spend  much  money 
with  their  tailors  should  always  select  dark  stuffs.  A  dark  morning 
suit  may  be  worn  on  many  occasions  where  the  wearing  of  a  light  suit 
would  be  in  singularly  bad  taste. 

The  wrinkles  and  knees  of  trousers  should  be  pressed  out  about 
every  two  weeks.  The  more  close- woven  the  cloth,  the  longer  a  gar- 
ment keeps  its  shape.  The  vest  should  be  buttoned  from  bottom  to 
top,  and  the  buttons  on  both  coat  and  vest  should  be  renewed  as  soon 
as  they  begin  to  show  the  effect  of  wear.  There  is  something  of  the 
yokel  in  the  appearance  of  an  individual  who  goes  about  with  his  vest 
half  buttoned.  Both  coat  and  vest  should  be  made  snug  around  the 
waist  and  loose  over  the  chest.  A  garment  that  is  tight  around  the 
waist  tends  to  make  the  wearer  stand  straight,  while  one  that  is  tight 
over  the  chest  tends  to  make  him  stoop.  The  carriage  of  men  w'ho 
do  not  wear  suspenders  is  generally  better  than  that  of  men  that  do 
wear  them. 

Single-breasted  overcoats  made  with  a  "  fly  "  are  most  worn,  and 
are,  from  every  point  of  view,  the  most  desirable.  A  short-waisted, 
double-breasted  overcoat  has  been  worn  a  great  deal  by  quite  young 
men  of  late.  It  is  fashionable,  and  would  perhaps  become  popular  if  it 
did  not  tend  to  make  the  wearer  look  like  a  footman.  The  man  of 
taste  always  selects  for  his  overcoats  dark,  quiet  colors. 

It  has  been  said  that  even  the  pseudo-gentleman  never  dresses  in 
bad  taste,  because  such  individuals  are  students  of  human  nature  and 
realize  that  few  are  able  to  read  the  character  beneath  the  genteel 
exterior.  Said  a  writer:  "  If  genteel  dress,  polished  manners,  and  cult- 
ured address  can  do  so  much  for  fallen  specimens  of  mankind,  how 
much  greater  influence  must  appearance,  manners,  and  voice  exert 
for  those  who  are  truly  gentlemen,  and  members  of  an  honorable 
profession." 


THE    PRACTICE    BUILDER 


103 


To  a  dentist  it  would  seem  unnecessary  to  emphasize  the  impor- 
tance of  clean  linen.  There  can  be  no  possible  excuse  for  soiled  collars 
and  cuffs;  few  are  so  poor  that  soap  and  water,  or  the  services  of  the 
modern  laundry,  are  beyond  their  reach.  There  is  nothing  in  a  man's 
dress  that  invites  closer  attention  than  his  linen,  and,  if  his  clothing  is 
neat  and  clean,  such  cleanliness  invites  an  examination  of  the  linen, 
which,  if  soiled,  mars  the  entire  appearance. 

Some  men  are  in  the  habit  of  changing  their  collars  and  cuffs  with- 
out changing  the  shirt,  so  that  when  they  stoop  they  sometimes  expose 
the  neck-band;  showing  a  soiled  wristband  evidences  the  same  lack  of 
care.  This  shows  an  improper  idea  of  what  constitutes  cleanliness. 
It  will  not  do  to  practise  this  sort  of  economy;  we  should  think  most 
men  would  appreciate  a  sense  of  cleanliness  more  than  the  knowledge 
of  a  few  cents  saved. 

There  is  but  one  way  to  have  a  good-fitting  shirt,  and  that  is  to  have 
it  made.  Nor  is  this  all.  It  must  be  tried  on  and  properly  fitted  to  the 
figure,  so  that  all  other  orders  may  be  made  like  the  pattern  shirt. 
Nearly  everyone  has  one  shoulder  lower  than  the  other,  especially  after 
several  years  of  operating,  and,  if  this  peculiarity  is  not  considered,  the 
bosom  of  the  shirt  will  never  set  smoothly;  it  will  bulge  out  on  the 
lower  shoulder  side. 

Let  your  collars  be  strictly  within  the  fashion,  unless  you  would 
look  like  a  rowdy  or  wish  to  advertise  the  fact  that  you  were  brought  up 
on  a  farm,  in  which  case  you  are  at  liberty  to  go  to  any  extreme  you 
please,  and  to  gratify  any  vulgar  caprice.  You  may,  if  you  choose, 
wear  them  so  high  that  you  are  in  danger  of  cutting  your  throat,  or  you 
may  wear  pointed  collars  with  points  so  long  that  they  hang  down 
over  your  vest.  In  no  matter  of  dress  can  a  man  show  his  lack  of 
taste  more  than  in  selecting  unusual  forms  of  collars,  immediately 
they  are  introduced.  In  no  instance  do  these  collars  maintain  their 
fashion  for  a  single  season,  and  those  who  adopt  them  as  soon  as 
they  are  introduced  make  themselves  the  subject  of  uncomplimentary 
comment. 

The  cuffs  should  be  no  larger  than  is  necessary  to  admit  of  slipping 
the  hand  through  them  when  buttoned.  There  is  no  need  to  have  them 
so  large  that  one  may  see  up  to  the  elbow.    A  cuff  so  large  that  it  slips 


I04  THE    PRACTICE    BUILDER 

down  over  the  hand  has  an  unaesthetic,  slouchy  look,  besides  being 
in  the  way  and  being  very  uncomfortable  in  warm  weather. 

Colored  shirts  may  be  worn  travelling,  in  the  country,  and,  some  say, 
in  the  morning  in  town,  but  most  men  prefer  white.  The  pattern  of 
the  colored  shirt  should  always  be  small  and  the  color  quiet. 

There  is  nothing  a  man  wears  in  which  he  shows  his  sense,  or  the 
lack  of  it,  more  than  in  his  boots  and  shoes.  Men  of  sense  have  their 
shoes  made  long,  broad  in  the  sole  and  in  the  shank,  with  a  big  and 
moderately  high  heel.  The  shoe  that  does  not  look  comfortable  never 
looks  well.  A  dentist  may  be  a  ready-made  man  in  anything  else,  but 
he  should  certainly  have  his  shoes  made  to  measure.  A  man  who 
stands  on  his  feet  as  much  as  a  dentist  should  certainly  be  anxious  to 
avoid  the  necessity  for  breaking  in  a  pair  of  ready-made  shoes.  Foot 
ease  and  foot  comfort  are  essential  to  an  operator,  and  he  should  not  be 
reminded  that  he  has  feet.  The  cloth  of  the  tops  of  the  gaiters  should 
always  be  dark ;  third-rate  variety  performers  may  suit  their  own  tastes 
in  coloring.  Fancy  shoe-leather  is,  if  possible,  more  offensive  than 
flashy  neckties.  Short,  narrow,  laced,  high-heclcd  shoes  often  cause 
the  big  toe-nails  to  grow  into  the  flesh,  a  condition  it  is  doubly  impor- 
tant for  a  dentist  to  prevent. 

In  large  cities  it  is  important  not  to  be  among  the  first  to  adopt 
a  new  fashion  in  the  hat,  especially  the  silk  hat;  there  the  new  styles 
in  silk  hats  are  first  seen,  as  a  rule,  on  the  heads  of  ward  politicians, 
saloon-keepers,  and  gamblers. 

The  soft  felt  hat  is  the  most  undesirable  for  city  wear,  because  it  has 
a  slouchy  appearance,  and  it  is  not  easy  to  get  ofif  one's  head  gracefully 
when  saluting  an  acquaintance  in  the  street.  It  is  usually  worn  by 
long-haired  persons  who  affect  the  picturesque. 

The  jewelry  worn  should  be  good  and  simple.  False  jewelry  is 
just  as  vulgar  as  every  other  form  of  falsehood.  A  woman's  jewelry 
is  intended  to  set  off  the  natural  beauty  of  the  wearer;  the  sparkle  of 
a  precious  stone  or  the  rich  gleam  of  a  chain  against  a  creamy  neck 
serves  to  bring  the  beauty  of  the  wearer  into  greater  relief. 

Unlike  a  woman's  jewelry,  a  man's  should  always  seem  to  serve  a 
purpose.  A  watch,  to  be  in  the  best  taste,  should  not  be  large;  nor, 
except  it  is  a  presentation  watch,  should  it  be  elaborately  chased.     It 


THE    PRACTICE    BUILDER  105 

should  not  be  very  thick,  nor,  unless  one's  work  interferes  or  renders 
the  crystal  liable  to  be  broken,  should  it  have  a  hunting  case.  Very 
large  fancy  chased  watches  always  have  a  common,  cheap  look;  no  man 
of  taste  chooses  one. 

Watch-chains  should  be  small  and  the  pattern  plain.  If  the  links  are 
chased,  the  chasing  should  not  be  elaborate.  A  man's  appearance  is 
vulgarized  by  w'earing  large  chains,  after  the  style  of  log-chains,  and 
having  the  links  elaborately  chased.  Watch-chains  that  go  around  the 
neck  are  no  longer  in  fashion.  A  vest-chain  should  be  attached  nearly 
as  high  up  as  it  will  reach,  in  the  button-hole,  and  not  in  a  hole  specially 
for  the  purpose.  A  young  man  who  wears  a  large  chain  elaborately 
chased,  and  attaches  it  in  one  of  the  lower  button-holes  of  his  vest,  has 
done  much  to  make  himself  look  like  a  barber's  apprentice  or  a  livery- 
stable  assistant. 

If  a  locket  or  a  chain  be  worn,  it  should  be  very  plain,  except  in 
the  case  of  the  device  worn  to  distinguish  the  members  of  secret 
societies,  when  it  is  right  to  conform  to  the  usual  custom  in  this  regard. 

A  dentist  should  discard  glaring  neckties,  flashy  breastpins,  loud 
watch-seals,  brilliant  rings,  fancy  canes,  cologne,  perfume,  and  attitu- 
dinizing. All  kinds  of  rings  are  worn  by  men,  except  cluster  rings. 
These  are  worn  by  women  only.  Scarf  rings  and  collar-buttons  with 
settings  are  in  very  bad  taste. 

Diamond  studs  are  not  worn  by  men  of  the  better  sort,  even  when 
in  evening  dress ;  diamonds  are  considered  vulgar  and  ostentatious. 

Three  studs  in  a  shirt  are  to  be  preferred  to  one.  A  single  stud 
is  considered  inartistic. 

Fashion  changes  in  jewelry  as  it  does  in  all  things  else.  Imitation 
diamonds,  or  imitation  jewelry  of  any  kind,  is  the  extreme  of  vulgarity, 
and  no  man  of  sense  would  think  of  wearing  imitation  diamonds. 
Horse-jockeys  sometimes  wear  diamond  breastpins. 

In  full  evening  dress  white  enamelled  studs  are  to  be  preferred  to 
diamonds. 

Scarf-pins  are  usually  worn  on  Ascot,  Claudent,  and  puiT  scarfs; 
they  are  also  allowable  in  four-in-hands. 

Men  nowadays,  with  a  few  exceptions,  wear  the  hair  very  short.  It 
is  believed  that  the  most  artistic  cut  is  that  which  trims  the  hair  very 


I06  THE    PRACTICE    BUILDER 

short  on  the  sides  and  back  of  the  head  and  leaves  it  comparatively 
long  on  the  top,  for  the  reason  that  a  high  head  is  always  more  pleasing 
than  a  low,  broad  one.  The  part  may  be  as  high  up  as  one  chooses  to 
have  it,  but  the  hair  should  never  be  parted  down  the  back  of  the  head. 
A  lock  of  hair  should  not  be  plastered  down  on  the  forehead,  unless 
one  wishes  to  use  a  bartender  or  waiter  as  a  model.  Hair-oils  and 
other  like  inventions  of  the  barber  are  no  longer  in  good  taste. 

A  full  beard  properly  trimmed  and  otherwise  well  cared  for  is  be- 
coming to  most  men.  A  beard  reaching  down  over  the  chest,  or  a 
mustache  that  is  so  long  as  to  be  in  the  way,  is  disgusting  to  everyone 
but  the  owner.  If  a  man  shaves  a  part  of  the  face  only,  it  should  be  that 
part  that  is  most  prominent;  for  instance,  a  man  with  a  prominent  chin 
and  sunken  cheeks  should  shave  the  chin  and  allow  the  beard  to  grow 
on  the  sides  of  his  face. 

A  man  with  a  retreating  or  light  chin  should,  on  the  contrary, 
shave  his  cheeks  and  allow  the  beard  to  grow  on  his  chin,  so  that 
regularity  of  outline  to  the  face  is  preserved,  no  matter  how  the  beard 
is  worn.  Many  men  indulge  in  eccentricities  in  the  matter  of  trimming 
their  beards — in  training  the  mustache,  for  instance,  after  the  man- 
ner of  the  grenadier.  Coloring  the  beard  is  in  extremely  bad  taste,  and 
he  who  does  it  succeeds  only  in  making  himself  the  subject  of  vulgar 
comment.  The  natural  color  is  always  best  suited  to  one's  com- 
plexion. 

Dentists  should  be  shaven  every  day;  if  it  is  not  convenient  for 
them  to  present  themselves  at  the  barber's,  they  should  learn  to 
shave  themselves.  No  one  looks  at  all  neat  with  a  two  days'  growth 
of  beard  on  the  face;  a  dentist  should  be  especially  careful,  because 
he  is  so  continuously  in  the  presence  of  ladies ;  he  should  take  as  great 
care  that  the  face  is  smoothly  shaven  as  that  the  hair  is  brushed. 

Those  men  who  do  not  attend  to  having  the  hair  frequently  cut, 
who  do  not  keep  the  face  clean  shaven,  and  the  teeth  clean,  are  not  wel- 
come in  the  society  of  ladies,  should  they  happen  to  know  any;  and, 
while  they  may  be  received  by  women  of  the  lower  orders,  women  who 
are  ladies  are  repelled  by  men  who  do  not  have  the  appearance  of  being 
neat  in  their  persons;  ladies  may  often  tolerate  such  men,  and,  in  fact, 


THE    PRACTICE    BUILDER 


107 


are  often  compelled  to  tolerate  them,  but  they  usually  do  so  with  great 
reluctance  but  poorly  concealed. 

There  are  dentists  who  do  not  seem  to  realize  that  they  should  be 
careful  to  keep  the  breath  pure.  It  is  surprising  to  note  how  many 
men  have  an  offensive  breath.  No  one  should  be  more  readily  able  to 
purify  the  breath  and  render  it  free  from  unpleasant  odors. 

It  is  simply  astonishing  to  know  that  some  dentists  go  on  day  by  day 
the  victims  of  such  a  distressing  condition,  and  that  their  patients 
should  be  compelled  to  submit  to  the  same  unpleasantness;  indeed,  a 
patient  sometimes  leaves  the  family  dentist  for  no  other,  reason  than 
that  the  breath  was  so  offensive  as  to  be  simply  intolerable,  and  ladies 
find  it  a  matter  of  such  delicacy  that  they  cannot  inform  the  dentist  of 
the  matter;  yet  the  latter  does  not  hesitate  to  have  the  patient  rinse  the 
mouth  when  the  possessor  of  odorous  respiration.  In  the  dentist  the 
condition  may  arise  from  a  disordered  stomach,  or  from  lack  of  careful 
attention  to  the  mouth ;  with  dentists,  however,  the  former  is  generally 
the  case.  Proper  attention  to  the  general  system  will  of  course  remove 
the  cause.  The  breath  should  be  made  the  subject  of  the  most  careful 
attention,  because  it  is  something  which  is  so  instantly  noticeable;  a  few 
crystals  of  the  permanganate  of  potassium  in  half  a  glass  of  water  will 
usually  be  found  sufficient  to  remove  any  taint  which  is  not  caused 
by  a  systemic  indisposition. 

The  small  amount  of  salivary  calculus  that  is  found  in  the  mouths 
of  most  people  is  a  frequent  cause  of  the  peculiar  odor  associated  with 
such  deposits,  and  dentists,  above  all  others,  should  see  to  it  that  not 
the  slightest  portion  is  adherent  to  the  teeth. 

Being  present  in  the  office  of  a  prominent  dentist  in  a  large  city  one 
day,  we  were  dumfounded,  on  approaching  closely  to  the  operator,  to 
become  aware  of  the  most  sickening  odor  to  his  breath;  so  extremely 
disagreeable  was  it  that  we  could  not  help  wondering  how  he  could 
hold  his  practice  and  be  so  utterly  regardless  of  so  personal  a  matter; 
but  the  same  condition  was  noticeable  during  frequent  visits  to  his 
office.  When  so  little  attention  is  necessary  to  be  bestowed,  it  would 
seem  that  everyone  should  study  to  avoid  a  condition  so  disgusting. 

The  nails  should  be  kept  moderately  long — very  short  nails  have  a 
plebeian  look — and  be  so  cut  that  they  are  a  little  more  pointed  than  the 


I08  THE    PRACTICE    BUILDER 

upper  end  of  the  nails  are.  They  should  not  be  scraped,  and  in  cutting 
care  should  be  taken  not  to  encroach  too  much  on  the  angles.  Either 
of  those  practices  may  in  time  result  in  injury;  the  nails  cannot  be  kept 
in  good  shape  without  using  a  file. 

Of  course,  the  nails  should  be  kept  scrupulously  clean.  Sometimes 
men  who  have  to  do  their  own  laboratory  work,  such  as  polishing  plates, 
crowns,  and  so  forth,  and  use  for  such  work  oil,  pumice,  or  rouge, 
cannot  help  a  condition  of  grime  or  chapped  hands,  and  sometimes  a 
soiled  appearance  at  the  finger-tips,  under  the  nails,  which  it  is  almost 
impossible  to  remove  without  scraping  away  the  tender  skin  beneath 
the  nail.  When  this  condition  occurs,  it  is  well  to  remark  it  before  the 
patient,  explaining  that  it  is  caused  by  the  materials  used  in  the  work 
referred  to,  and  that  it  is  almost  impossible  to  remove  it ;  but,  when  this 
condition  obtains,  the  hands  should  be  given  a  thorough  washing  in 
soft  water,  and  carbonate  of  soda  should  be  freely  used;  the  hands 
should  be  partially  dried,  and  glycerine  and  rose-water  applied  and 
well  rubbed  in;  then  rinse  in  clear,  cold  water  and  wipe  dry.  This 
leaves  the  hand  perfectly  clean  and  soft  and  promotes  healing. 

When  a  cane  is  carried,  one  should  be  selected  that  is  strong,  stiff, 
plain,  light,  and  small.  Ycry  large  canes  are  in  very  bad  taste,  especially 
for  young  men. 

We  close  with  a  few  hints  concerning  men's  dress. 

A  full-dress  suit  consists  of  a  swallow-tailed  coat,  a  low  white  or 
black  single-breasted  vest,  black  trousers,  a  white  necktie,  a  standing 
collar,  a  high  black  hat,  and  a  pair  of  very  light  kid  gloves.  This  dress 
should  never  be  w^orn  until  evening;  never  previous  to  the  dinner-hour, 
regardless  of  the  occasion. 

A  white  necktie  should  never  be  worn  except  with  a  full-dress  suit, 
save  by  clergymen  and  a  few  elderly  men  who  never  wear  any  other 
color.  Many  men  wear  these  ties  every  day,  with  a  large  expanse  of 
shirt  bosom,  low-cut  vest,  and  usually  select  a  tie  that  is  ornamented 
with  more  or  less  of  fantastic  tracing.  These  persons  are  usually  such 
as  have  been  brought  up  in  agricultural  districts,  or  are  not  accustomed 
to  the  best  usages — men  who  are  not  happy  unless  they  make  donkeys  of 
themselves  in  one  way  or  another. 

Black  trousers  should  not  usually  be  worn  except  with  a  dress  coat. 


THE    PRACTICE    BUILDER  IO9 

A  high  hat  should  not  be  worn  with  a  sack  coat,  especially  if  the  color 
is  light.  A  low  hat  should  not  be  worn  with  a  long  coat — a  double- 
breasted  frock,  for  example. 

Straw  hats  should  not  be  worn  except  with  light  summer  suits. 
Dark  suits  are  to  be  preferred  for  Sundays,  especially  in  the  city,  and 
light  suits  should  not  be  worn  to  church  anywhere. 

Double-breasted  frock  coats  should  always  be  of  black  or  gray 
material. 

Men  who  have  attained  to  lucrative  practice,  in  both  large  and  small 

cities,  are  found  to  be  men  who  use  the  best  taste  in  dress,  who  are 

well  groomed,  and  have  the  easy  air  of  one  who  does  not  realize  that 

he  is  well  dressed,  and  who  does  not  notice  that  he  is  better  dressed 

than  most  men.    They  are  men  who  have  used  good  judgment  in  the 

selection  of  their  tailor.    It  will  never  do  any  dentist  harm  to  be  known 

as  the  best  dressed  dentist  in  the  city;  the  best  dressed — dressed  in  the 

best  taste. 

"  Costly  thy  habit  as  thy  purse  can  buy, 
But  not  expressed  in  fancy;  rich,  not  gaudy, 
For  the  apparel  oft  proclaims  the  man." 


Introduction  to  the  Public 

"  W/iaf  began  best  can''t  end  worst  " 

The  question  of  a  youngs  man's  introduction  to  the  pubHc  is  at  times 
one  which  requires  most  careful  consideration,  especially  if  he  enters 
practice  in  a  large  city.  In  the  small  cities  this  is  a  comparatively  easy 
matter,  for  in  such  places  it  is  permissible  to  insert  in  the  papers  among 
professional  cards  the  announcement  of  one's  having  entered  the  prac- 
tice of  dentistry  in  the  community.  In  announcing  himself  as  prepared 
to  receive  patronage,  many  a  young  man  makes  a  serious  error  in  the 
mediums  which  he  employs.  While  the  code  of  ethics  does  not  recog- 
nize advertising,  we  are  convinced  that  opportunities  afforded  beginners 
for  introducing  themselves  are  not  sufficiently  liberal.  A  man  may  use 
the  cards  in  the  papers,  and  yet  people  may  not  know  at  the  end  of  the 
year  that  he  is  in  town.  This  is  due  to  the  fact  that  the  space  in  which 
professional  cards  are  printed  is  usually  in  the  least  prominent  portion 
of  the  paper,  and  the  cards  are  printed  in  a  uniform  style.  Further,  those 
who  use  professional  cards  in  the  papers  are  compelled  to  pay  prices 
which  are  out  of  proportion  with  their  power  of  attracting  attention. 

The  plain  statement  of  the  situation  of  the  office,  and  the  hours  of 
work  of  Dr.  Blank,  is  not  sufficient  for  a  stranger  in  a  city.  He  has  a 
right  to  indicate  his  distinguishing  qualifications,  and,  if  he  is  engaged 
in  special  work,  he  has  a  right  to  state  the  fact,  and  to  state  it  in  a  space 
and  style  that  will  attract  attention.  Admitting  that  the  purpose  of 
placing  a  card  in  the  public  prints  is  to  gain  publicity,  there  can  be  no 
wrong  in  giving  it  such  publicity  as  will  repay  the  outlay.  In  order 
to  distinguish  himself  from  frauds,  it  behooves  the  regularly  graduated 
man  to  indicate  in  his  announcement  that  he  is  a  graduate  and  qualified 
by  a  college  training  for  his  work. 

In  most  towns  of  average  size  there  are  from  one  to  three  dailies, 

IIO 


THE    PRACTICE    BUILDER  III 

and  sometimes  these  dailies  publish  weekly  editions.  Each  of  these 
papers  has  its  regular  professional  columns,  its  "  space  "  advertising, 
and  its  "  locals."  These  last  are  short  squibs  of  news  on  the  local  news 
page,  close  to  the  personal  columns,  wherein  are  recorded  the  doings 
of  the  citizens. 

Advertising  leads  to  the  employment,  sometimes,  of  exaggeration 
of  statement  and  to  the  presentation  of  claims  that  are  not  strictly  in 
accordance  with  professional  conduct.  There  is  not  one  dentist  in  five 
thousand  that  advertises  that  understands  how  to  advertise,  when  to 
advertise,  what  to  advertise,  and  when  to  stop  advertising.  This  is  a 
bold  assertion,  but  it  is  one  that  is  warranted  by  the  facts  in  the  case. 
In  proof  of  the  statement,  it  is  only  necessary  for  any  interested  person 
to  look  at  the  advertisements  of  dentists  as  they  appear  in  any  of  the 
publications  in  which  they  are  printed — daily  papers,  theatrical  pro- 
grams, or  other  mediums  of  whatever  kind.  If  this  advertising  were 
improved,  and  the  unsightly  cuts  of  plates  and  other  appliances,  to- 
gether with  the  pictures  of  the  advertisers  removed  from  the  ads,  and 
less  space  used,  dental  advertisements  would  not  have  it  said  of  them 
as  it  is  said  now  that  "  they  are  the  poorest  ads  in  the  papers. 

But  first  let  us  consider  the  space  or  announcement  card.  This  may 
or  ma}'  not  be  placed  among  the  professional  cards,  at  the  discretion  of 
the  user.  As  a  rule,  the  professional  cards  in  the  average  newspaper 
are  the  most  battered-looking  "  ads  "  imaginable.  The  type  has  been 
used  so  long  in  most  instances  that  the  small  type  is  read  with  difficulty. 
Care  should  be  taken  that  the  notice  is  not  placed  next  the  patent  medi- 
cine "  ads,"  with  their  eye-catching  headlines,  such  as  "  Nearly  dead;  " 
"  Saved  from  the  grave;  "  "  Thirteen  doctors  gave  her  up;  "  "  Had  con- 
sumption three  times;  "  "  Hood's  Sarsaparilla  saved  my  life — loo  doses 
one  dollar;  "  nor  next  to  the  liver  regulators  and  patent  pills,  for  the 
reason  that  they  are  set  up  by  experts  and  are  so  constructed  that 
they  attract  the  attention  of  the  reader  at  once,  thus  detracting  from  the 
ordinary  "  ads  "  in  the  neighborhood. 

The  special  inducements  and  the  low  prices  quoted  should  never 
form  a  part  of  the  dental  advertisements. 

The  proper  size  for  an  introductory  "  ad  "  should  be  about  a  two 
or  a  two-and-a-half-inch  single  column,  and  may  be  worded  in  any  one 
of  half  a  dozen  ways,  samples  of  which  we  show  in  the  following  pages : 


$  5 


Dentistry 

I      A.  B.  Blank,  D.D.S.,  a  reg-  J 

f      ular  graduate  in  dentistry  of  £ 
^      tlie College  of  Dental  £ 


I  Surgery,  has  established   an  -^ 

I  office   at   202   Main   Street  | 

f  (over    Jones'   Drug   Store).  ^' 

f^  Dr.  Blank  is  prepared  to  per-  * 

/.  form  all  operations  in  den-  f 

5!  tistry  according  to  the  most  | 

9  recent    modes    that    prevail  £ 

9  among  representative  dentists 

'I  of  the  country. 


)'^r»5'^»i'fe»;"'yr»i 


Dr.  JI.B.  Blank 

Dentist 

Late  of  the  American  College 
of  Dental  Surgery,  Chicago, 

has  located  in  Smithton  for 
the  practice  of  his  profession. 
Dr.  Blank  is  a  Q:raduate  in 
Dental  Surgery  of  the  above 
named  institution,  and  is  pre- 
pared to  perform  all  opera- 
tions relating  to  dentistry. 

Office,  72  main  Stmt 

OfRce  Hours,   g  a.  m.  to  4  p.  m. 


Modern 
!  Dentistry 


1 


A.  B.  BLANK,  aas. 

OmCE,  42  MAIN  STREET 
Opera  House  Block. 

A  Graduate  of  the  Chicago  College 
of  Dental  Surgery. 


I  Formerly  associated  with  Dr. 
I  A.  B.  Smith,  1209  Wabash 
I  Avenue,  Chicago.  All  opera- 
I  tions  pertaining  to  modem 
I  dentistry  performed  according 
I  to  the  latest  methods  used  in 
I  the  large  cities. 


I  Dentist 


Has  established  himself  at 
247  Main  5t.,  Howe  [5lock, 

where  he  is  prepared  to  perform 
dervtal  operatioas  according  to 
the  latest  scientific  methods.  Dr. 
Blanti  mattes  a  specialty  of  cor- 
recting irregularities  of  the  teeth, 
in  which  branch  he  has  attained 
considerable  skill. 


THE    PRACTICE    BUILDER 


115 


A.  B.  BLANK,  m. 


A  recent  graduate  of 
the  Baltimore  College 
of  Dental  Surgery, 

IS 

ESTABLISHED 

AT 

227  Main  Street 

All  operations 
performed  accord- 
ing to  the  latest 
methods. 

Special  attention  given  to  the 
painless  extraction  of  teeth  by 
use  of  gas  and  local  anaesthetics. 


Few  dentists  have  an  idea  how  an  advertisement  should  be  set. 
This  is  because  they  do  not  understand  type  and  display.  In  sending 
"  copy  "  to  the  paper,  a  few  words  on  an  extra  piece  of  paper,  "  To  the 
Printer,"  explaining  to  him  the  effect  you  desire  to  get,  will  aid  in  hav- 
ing it  prepared  properly.  In  the  samples  which  we  have  given,  it  will 
be  noticed  that  certain  words  are  made  more  prominent  than  others. 
Thus,  in  the  first  plate  "  Dentistry  "  is  the  most  prominent,  because 
the  "  ad  "  is  about  dentistry.  In  the  second  plate  "  Dentist "  is  made 
prominent;  in  the  third  "  Modern  Dentistry  ";  then  "  Dr.  A.  B.  Blank, 
Dentist ";  then  A.  B.  Blank,  D.D.S.,"  etc.  From  one-third  to  one-half 
the  space  should  be  given  to  these  headings,  and  for  an  "  ad  "  of  this 
size  the  type  should  be  what  is  known  as  24  point,  and  may  be  any  one 
of  the  following  styles :  Gothic,  Ronaldson,  Elzevir,  Jenson  Old  Style, 
De  Vinne,  Erratick,  Virile,  Columbus,  Rowland,  American  Old  Style, 
Lippincott. 


ii6 


THE    PRACTICE    BUILDER 


The  body,  or  reading  matter,  should  be  in  ten  point  or  twelve  point 
type,  and  may  be  in  any  of  the  following  styles:  Old  Style  Roman, 
Elzevir,  Gushing.  Thus  we  see  that  those  words  which  are  intended 
to  convey  an  idea  of  what  the  "  ad  "  is  about  are  made  to  stand  out 
most  prominently,  occupying,  as  they  do,  a  large  part  of  the  space. 
It  is  also  advisable,  when  procurable,  to  use  a  border  to  set  off  the  "  ad  " 
to  good  advantage.  Nowadays  nearly  all  printing  offices  have  borders 
in  their  type  cases,  so  that  a  suitable  one  can  be  had.  But  where  the 
general  make-up  of  the  paper  is  behind  the  times,  it  is  better  to  use  no 
border  at  all  than  one  that  is  inartistic.  Where  a  border  is  not  procur- 
able at  the  office,  one  can  be  extemporized  by  the  use  of  brass  rules. 
This  is  done  by  using  two  or  three  rules  all  around  the  "  ad."  A  few 
words  of  instruction  to  the  printer  will  suffice. 

Sometimes  attention  may  be  called  to  the  space  "  ad  "  by  the  use 
of  "  locals  "  for  a  few  days,  until  it  has  been  seen  often  enough  to  let 
the  people  know  that  the  new  dentist  is  ready  for  employment.  A  few 
sample  "locals,"  suitable  for  such  cases,  are  here  introduced: 

Attention  is  called  to  the  advertise- 
ment of  Dr.  A.  B.  Blank,  Dentist,  which 
appears  in  another  column  of  this  issue. 

An  announcement  by  Dr.  Blank,  who 
located  here  recently  for  the  practice  of 
dentistry,  may  be  seen  by  reference  to 
our  advertising  columns. 

We  refer  our  readers  to  the  announce- 
ment of  Dr.  A.  B.  Blank,  which  appears 
elsewhere  in  this  issue. 

Dr.  A.  B.  Blank,  Dentist,  addresses 
himself  to  the  people  of  Smithton  in  this 
issue  of  our  paper.     Read  tli^  notice. 

Dentistry  has  another  able  represen- 
tative in  Smithton.  We  refer  our 
readers  to  the  announcement  of  Dr.  A. 
B.  Blank,  in  this  issue. 

We  take  pleasure  in  introducing 
through  our  columns,  Dr.  A.  B.  Blank, 
who  recently  located  in  our  city.  His 
announcement  may  be  seen  in  another 
column  of  this  issue. 


THE    PRACTICE    BUILDER 


117 


Dr.  A.  B.  Blank,  a  young  gentleman 
possessed  of  superior  qualifications  as  a 
dentist,  announces  his  name  and  location 
in  our  columns  to-day. 

A  new  name  is  added  to  our  list  of 
professional  men.  It  is  that  of  Dr.  A. 
B.  Blank,  Dentist,  whose  card  may  be 
seen  in  to-day's  paper. 

Dentistry  receives  another  addition  to 
its  ranks  in  our  city,  by  the  arrival  of  Dr. 
A.  B.  Blank,  whose  announcement  may 
be  seen  in  our  professional  cards  to-day. 

An  introductory  advertisement  is  in- 
serted in  our  columns  to-day,  having 
reference  to  Dr.  A.  B.  Blank. 

Special  attention  is  called  to  the  an- 
nouncement of  Dr.  A.  B.  Blank  in  this 
issue.  The  gentleman  makes  a  specialty 
of  correcting  irregular  teeth. 

Dr.  A.  B.  Blank,  whose  announce- 
ment may  be  seen  in  another  column,  is 
specially  prepared  to  perform  opera- 
tions in  Crown  and  Bridge  Work  ac- 
cording to  the  most  approved  methods. 

The  saving  of  the  natural  teeth  is  an 
important  matter.  Dr.  A.  B.  Blank's 
advertisement  in  this  issue  will  be  read 
with  interest. 

Painless  operations  in  dentistry  are 
certainly  a  boon  to  mankind.  Dr.  A.  B. 
Blank,  whose  notice  may  be  seen  in  this 
paper,  makes  a  special  feature  of  these 
operations. 


Besides  the  use  of  these  "  locals,"  there  is  another  effective  method 
of  gaining  the  attention  of  the  public.  This  is  by  means  of  a  special 
"  write-up,"  which  may  be  written  for  the  dentist  by  a  reporter,  or  by 
the  dentist  himself.  We  give  a  few  samples  as  guides  in  writing  them, 
or  as  helps  toward  instructing  the  reporter  as  to  the  ideas  to  be  con- 
veyed.   These  "  write-ups  "  should  not  be  used  more  than  once  in  the 


ii8 


THE    PRACTICE    BUILDER 


same  paper,  and,  if  the  idea  is  to  be  used  in  another  paper,  the  style  of 
the  matter  should  be  so  changed  that  it  will  appear  to  come  direct  from 
the  paper.  The  "locals,"  in  the  same  manner,  should  be  dropped  just 
as  soon  as  their  purpose  is  served. 

A  fair  sample  of  the  "  write-up  "  is  as  follows: 


ANOTHER   DENTIST. 

Dr.  A.  B.  Blank,  a  gentleinan  re- 
cently located  in  our  city,  was  visited  by 
a  reporter  for  the  Times  at  his  office 
over  Jones'  Drug  Store.  Dr.  Blank's 
office  is  equipped  with  all  that  modern 
dentistry  demands  of  its  practitioners, 
and  the  gentleman  himself,  we  learn,  is 
possessed  of  the  highest  qualifications 
for  the  pursuit  of  his  vocation.  Dr. 
Blank  comes  well  recommended  as  a 
careful,  painstaking  gentleman,  and  we 
bespeak  for  him  on  behalf  of  the  citi- 
zens of  Smithton,  a  hearty  welcome. 
We  recommend  the  gentleman  to  those 
who  are  in  need  of  superior  dental  ser- 
vice. 

GROWING. 

It  may  surprise  many  of  our  readers 
to  know  that  in  the  last  three  years  the 
gain  in  the  population  of  Smithton  has 
been  nearly  three  thousand  (3,000). 
This  is  very  gratifying,  and  our  citizens 
should  feel  a  pride  in  the  fact  of  our 
city's  attractions  to  those  in  other  places, 
for  be  it  known  that  few  cities  of  its  size 
in  the  State  have  such  an  increase  in 
population  to  show  for  the  same  space 
of  time. 

When  you  see  professional  men  enter- 
ing upon  the  practice  of  their  vocations 
in  a  city  already  well  supplied  with 
talent,  it  is  an  evidence  of  growth  and 
of  the  need  fo'"  professional  service. 
Among  the  most  recent  additions  to  our 
colony  of  professional  gentlemen  is  Dr. 
A.  B.  Blank,  a  dentist  of  ability,  who 
comes  to  us  with  credentials  of  the  very 


THE   PRACTICE   BUILDER 


119 


best  kind.  Dr.  Blank's  office  is  over 
Jones'  Drug  Store,  and  we  need  only 
say  that  if  the  gentleman's  patronage 
equals  his  right  to  merit  it  he  will  have 
more  than  he  can  attend  to. 

ONE   MORE. 

Smithton  has  for  several  years  en- 
joyed the  reputation  of  having  some  of 
the  best  dentists  in  the  State.  These 
gentlemen  have  pursued  the  even  tenor 
of  their  way,  secure  in  the  confidence  of 
their  patients  and  happy  in  the  posses- 
sion of  lucrative  practices.  That  they 
are  popular  men  is  attested  by  the  re- 
spect in  which  they  are  held  by  the  com- 
munity at  large  and  by  the  members  of 
the  other  professions. 

Recently  a  new  candidate  for  popular 
favor  has  appeared  in  the  person  of  Dr. 
A.  B.  Blank,  a  gentleman  possessed  of 
high  professional  attainments  and  skill. 
Dr.  Blank  comes  to  us  from  Boston,  in 
which  city  he  secured  his  professional 
training.  The  Doctor  is  in  possession 
of  the  highest  documentary  evidence  of 
his  thorough  preparation  for  his  life 
work,  and  has  supplemented  this  by 
associating  himself  with  men  whose 
reputation  is  world-wide  and  whose 
prominence  in  the  ranks  of  dentistry  is 
evidenced  by  the  distinction  which  they 
enjoy  among  the  dentists  of  the  world. 
Dr.  Blank  is  prepared  to  perform  the 
most  difficult  operations  according  to 
the  highest  standard  of  excellence  which 
prevails  in  the  large  cities. 

AN   ADDITION. 

Smithton  has  recently  received  a  not- 
able addition  to  its  already  well  repre- 
sented corps  of  competent  dentists,  in 
the  selection  of  our  city  for  his  profes- 
sional life  by  A.  B.  Blank,  D.D.S.  Dr. 
Blank  is  a  regular  graduate  in  dentistry 
of    the    American    College    of    Dental 


I20 


THE   PRACTICE   BUILDER 


Surgery,  and  the  evidence  of  his  ability 
is  attested  by  the  diplomas  and  certifi- 
cates which  adorn  his  walls.  His  train- 
ing, it  is  very  evident,  nas  been  of  the 
most  thorough  character.  His  office  is 
completely  equipped  with  all  the  essen- 
tials for  performing  the  best  quality  of 
dental  work,  and  we  have  no  hesitancy 
in  commending  the  services  of  the  gen- 
tleman to  our  best  citizens. 

HE  IS  WELCOME. 

It  is  said  that  every  year  there  are 
graduated  from  the  Dental  Colleges  in 
this  country  1,200  dentists  and  that  there 
are  already  in  this  country  over  25,000  in 
active  practice.  Where  the  extra  1,200 
go  to  every  year  is,  it  would  seem, 
puzzling;  but  this  is  a  great  country, 
and  it  is  growing  at  such  a  rate  that  by 
the  time  another  1.200  are  graduated  the 
population  of  the  country  will  have  in- 
creased enough  to  need  them.  Smith- 
ton's  dentists  have  always  appeared  to 
enjoy  large  practices,  and  we  hope  they 
will  continue  to  do  so.  Recently  we 
noticed  that  a  new  aspirant  for  public 
favor  had  appeared  in  our  city.  The 
gentleman  is  Dr.  A.  B.  Blank,  a  young 
gentleman  lately  graduated  from  the 
American  College  of  Dental  Surgery, 
and  whose  credentials  are  Ai.  A  re- 
porter for  the  Times  called  at  the  com- 
pletely equipped  office  of  Dr.  Blank,  a 
few  days  since,  and  was  impressed  by 
the  appliances  and  instruments  which 
comprise  his  outfit.  If  thorough  train- 
ing, perfect  appointments,  and  love  for 
one's  work  are  any  evidence  of  success, 
then  we  extend  to  Dr.  Blank  our  most 
hearty  congratulations,  confident  of  his 
ability  to  please  the  most  exacting  of 
our  people.  His  office  is  conveniently 
located  over  Jones'  Drug  Store,  where 
he  may  be  found  from  9  to  4. 


THE   PRACTICE   BUILDER  I2r 

These  means,  it  will  appear  to  our  readers,  can  only  be  employed  in 
the  smaller  cities,  ranging  in  size  from  2,000  to  25,000  or  50,000.  In 
larger  cities  one  would  have  to  employ  other  means  to  give  the  people 
notice  of  his  entrance  into  practice. 

In  cities  with  a  population  of  50,000  to  100,000  it  is  usual  for  dentists 
to  have  their  offices  on  the  most  prominent  streets.  Where  the  office 
is  well  located  a  transient  patronage  will  be  noticeable  from  the  start, 
and  the  individual  can  use  the  means  suggested  further  along  in  this 
work  to  extend  his  connections.  Where  one  is  a  stranger  in  a  city, 
he  is  at  very  great  disadvantage,  because  of  his  lack  of  acquaintance. 
If  he  knows  several  people  and  is  in  good  favor  with  them,  he  has  at 
once  their  influence  and  their  good-will.  He  must  content  himself  with 
the  rather  unconsoling  fact  that  a  dental  practice  in  a  large  city  is  a  mat- 
ter of  very  slow  growth.  In  a  very  large  city,  where  the  offices  are  usu- 
ally in  the  residence  district,  the  dentist  cannot  expect  to  attract  to 
himself  any  but  those  who  reside  in  his  immediate  vicinity;  and  he  is 
supposed  to  have  used  good  judgment  in  locating,  in  the  recognition  of 
the  need  for  a  dentist  in  that  locality. 

In  the  small  city  the  people  are  aware  of  all  that  goes  on  in  the 
community,  and,  if  a  new  sign  goes  up  for  a  physician  or  a  dentist, 
everyone  knows  it  forthwith.  The  conditions  widely  differ,  and  the 
means  to  be  employed  to  introduce  a  dentist  to  his  community  must 
be  adapted  to  these  varying  conditions. 

One  of  the  most  effective  means  in  either  large  or  small  cities  is 
the  invitation  form.  This  is  sometimes  used  by  those  engaged  in  mer- 
cantile pursuits,  as  well  as  in  professions.  For  the  use  of  the  dentist 
it  cannot  be  too  tastefully  arranged.  The  printing  cannot  be  too  good 
and  the  style  and  quality  of  the  paper  cannot  be  too  elegant.  We  do  not 
wish  to  convey  the  impression  that  ornamentation  of  an  expensive  kind 
is  necessary,  but  that  plainness  and  quality  are  very  desirable.  Invita- 
tion forms,  which  are  always  printed  upon  double  sheets,  are  to  be  had 
in  any  printing  office;  but,  when  the  purchaser  sees  that  the  quality 
is  not  the  very  best,  he  should  insist  that  some  be  ordered  for  his  special 
use.  The  subject  matter  will,  of  course,  be  brief  and  to  the  point. 
It  is  not  intended  to  convey  anything  further  than  the  fact  that  the 


122  THE    PRACTICE    BUILDER 

person  sending  it  is  to  be  found  at  an  indicated  place,  and  what  his 
business  is,  and  his  office  hours. 

We  give,  in  the  following  pages,  a  few  samples  of  invitations,  which 
are  intended  to  serve  merely  as  guides,  in  composing  the  matter,  to 
those  who  propose  to  use  this  form,  and  they  can  change  them  to  suit 
their  own  ideas.  The  dentist  should  not,  however,  send  these  invita- 
tions to  any  persons  except  those  of  his  acquaintance,  and  he  should  be 
careful  not  to  send  them  to  those  whom  he  knows  to  have  a  special  pref- 
erence for  another  dentist,  for  such  things  make  more  trouble  than  most 
men  recognize. 


JBgcon :  "  "Cbfs  is  tbe  flovper  tbat  smiles  on  ever^jone, 
Uo  sbow  bis  teetb  as  vcbite  as  vobaU's  bone." 

love's  Xaboc  Xost :  V.  2. 


(%tthuz  SB.  EBLank,  3).  3).  S. 

taked  pleaMize 

in  Infotming  hid  fziendd  that  he 

marj  be  found  at 

14^^  Joocudt  (^tteeto 

whete  he  id  ptepated  to  petjotm 

all  the  opezationd  of  modezn  dentidtty  with 

dhill  and  pzecidion:^ 

i^Ql  Jjocudt  Stzeeto 
cJUSazch  1,  i8q8 


Announcement  Form.    Should  be  upon  double  sheet. 


ANTONY:    "  When  the  best  hint  was 
given  him,  he  not  took't. 
Or  did  it  from  his  teeth."' 

Antony  andCleofatra:  III.i  4- 


nrHOPOUGH  professional  train- 
ing, practical  experience  and 
[)roperlv  appointed  office  and 
appliances,  warrant  me  in  as- 
seiUng  \vn  fitness  for  the  per- 
formance of  high-grade  dental 
worh. 

A.  B.  BLANK,  D.D.5. 
1427  Locust  Street. 


narcrv  I,  1595. 


Announcement  foirn.     Should  be  upon  double  sheet 


Lafen:  "Til  love  a  maid  the  better,  whilst  I  have 
a  tooth  in  my  head," 

—All's  Well,  ii.,  3- 


I   DO   HIGH   GRADE   DENTAL  WORK. 
I    DO   NOT   DO  ANY  OTHER   KIND. 

I  CANNOT  AFFORD  TO  DO  GOOD  WORK  AT  A  POOR 

PRICE. 

I   CANNOT   AFFORD    TO    DO    POOR    WORK    AT  ANY 

PRICE. 

I    HAVE   THE   BEST   OF   TRAINING. 

I    HAVE  THE   BEST  OF  INSTRUMENTS. 

I    HAVE  A  COMPLETELY   EQUIPPED    OFFICE. 

I   AM    LOCATED  AT  1427   LOCUST  STREET. 

I   AM   A.    B.    BLANK,   D.D.S. 

HOURS  9   TO  4  O'CLOCK. 

MARCH    1,   1898. 


Invitation  Form.    Should  be  upon  double  sheet. 


6aolcrt  "Tndced,  sir,  be  tbat  sleeps  feels 
not  the  tootbacfte." 

— Cymbeline:  v.,  4. 


Even  $0  small  a  tbing 
a$  a  tootb 

1)d$  caused  Generals  to  lose  battles, 

ministers  to  lose  tbe  threads  or  their 
discourses, 

Philosophers  to  cease  philosophizing,  and 

Poets  to  write  drivel  instead  of  elegiacs. 

flrtbur  B.  BlanK,  d.d.s. 
1427  Cocust  street. 

Smitbton,  l)Ours, 

September  i,  i$9$.  9  to  4  o'clock. 


Announcement  Form.    Should  be  upon  double  sheet. 


**A  diamond  is  not  so  precious  as  a  tooth.** 

— Don  Quixote. 


A  beautiful  set  of  teeth 

has  often  been  worth  more  to 
a  lovely  woman  than  a  good 
many   diamonds. 

Dr.  A.  B.  BLANK 

MAKES  A  SUCCESSFUL  SPECIALTY  OF  SAVING 
THE  NATURAL  TEETH. 

His  office  is  conveniently  located  at 

\427  LOCUST  STREET, 

Over  Jones*  Drug  Store. 


Office  hourst 

9  to  4  o*cIock. 

Smithton,  October  I,  1898. 


Announcement  Form.    Should  be  upon  double  sheet. 


"petbaps  Bou'll  nceD  me  During  '98" 


/  am  a  regularly  graduated 
Doctor  of  Dental  Surgery,  having  gradu- 
ated from  the  American  College  of  Dental 
Surgery.  My  office  is  conveniently  located 
at  1427  Locust  Street.  I  am  prepared  to 
peiform  all  the  operations  required  of  the 
most  competent  dentists. 

My  office  hours  are  from  g  to  4 
o'clock.  My  fees  are  reasonable,  and  my 
work  skilfully  performed. 

ARTHUR  B.  BLANK,  D.D.S. 
March  i,  18^. 


Announcement  Form;    Should  be  upon  double  sheet. 


Coriolanus  :  "'Bid  them  ■wash  their  faces. 
And  keep  their  teeth  clean." 

— Coriolanus,  ii.,  3. 


i::Z'-f-ly<f-^^a-i-i'f'Z'^>&<i' 


-^c^     '^Z'-i^    ^■i'-i'^-'^-i'T^d'    «^^^-z-z^ 


-t^      C'C^'C?^?-Z— 


/,  ys9S. 


Announcement  Form.     Should  be  upon  double  sheet. 


130 


THE    PRACTICE    BUILDER 


Similar  forms  are  sometimes  used  by  dentists  to  inform  patients  that 
they  have  removed  from  one  locality  to  another  in  the  same  city.  The 
style  of  paper  is  double  sheet,  and  the  type  composition  is  the  same, 
and  no  reference  is  made  to  anything  other  than  the  plain  statement 
that  the  removal  has  taken  or  will  take  place  at  a  specified  time.  These 
notices  should  be  sent  long  enough  before  the  proposed  removal  to 
prevent  any  inconvenience  to  the  patients,  through  going  to  the  old 
office  after  the  removal,  or  to  the  new  ofitk:e  before  that  event,  and  should 
be  sent  so  that  they  do  not  apply  at  the  office  for  services  during  the 
time  of  the  moving. 

We  have  known  dentists  to  use  removal  notices  when  they  had  no 
intention  of  changing  quarters,  and  had  never  occupied  any  other  of- 
fice. Their  method  was  to  mail  them  not  only  to  their  own  patrons, 
but  to  have  them  put  into  the  houses  of  all  residents  in  the' immediate 
vicinity.  They  served  the  purpose  of  letting  the  people  know  that  there 
were  dental  offices  at  the  places  designated,  and  of  a  willingness  to 
perform  the  usual  operations  for  all  who  might  favor  them  with  their 
patronage.  These  may  have  proved  good  paying  "  ads,"  but  we  doubt 
the  fairness  of  the  plan  and  cannot  commend  it.  We  believe  a  fair  and 
square  advertisement  would  have  been  more  honorable. 


FROM 

1427  Locust  Street 

TO 

1688  Chestnut  Street 


Dr.  a.  B.  Blank 

2)enti0t 

HAS     REMOVED    TO 

MORE    COMMODIOUS    QUARTERS 

WHERE    HE   WILL 

BE   PLEASED  TO   MEET  HIS   PATRONS 

IN   THE   FUTURE 


SMITHTON 
NOVEMBER  1,  I898 


Removal  Notice.    Should  be  upon  double  sheet. 


Dr.  fl.  B.  Blank 

DENTIST 


f^NNOUNCES 


THAT  HE  WILL  REMOVE  FROM  HIS 
PRESENT  LOCATION 

1427  LOCUST  STREET 
MAY  \,  J 898 

TO 

Suite  J7,  Imperial  Building 

AFTER  WHICH  DATE  HE  MAY  BE  FOUND  AT 
HIS  USUAL  OFnCE  HOURS 

SMITHTON 

APRIL  I,  1898 


Removal  Notice.      Should  be  upon  double  sheet 


THE  PRACTICE   BUILDER 


133 


There  should  be  enclosed  with  this  folder  a  card  for  the  patient  to 
place  in  her  purse,  whereon  is  indicated  both  the  old  and  the  new 
locations  and  the  dates,  thus : 


Dr.  A.  B.  BLANK 
DENTIST 

Hfterriav  1,  1595,  Suite  17,  Imperial  Building, 
1666  crvestrvut  Street 

FORMER   OFFICE,  ELEVATOR, 

1427   LOCUST  ST.  6TH   FLOOR 


Removal  Card 


A  few  words  about  dentists  removing  will  not  be  out  of  place  here. 
We  do  not  believe  in  it.  When  people  once  get  into  the  habit  of  going 
to  one  place  they  feel  accustomed  to  it,  and  it  is  frequently  the  case 
that  after  one  dentist  leaves  another  will  take  the  same  office ;  and  many 
times  not  only  old  patients,  but  others  who  have  been  recommended  to 
the  address,  when  they  find  that  the  dentist  has  removed,  go  elsewhere; 
or,  if  they  find  another  dentist  at  the  familiar  office,  they  have  him  per- 
form their  v/6rk.  Only  when  a  man  is  sure  he  can  take  his  patronage 
with  him  should  he  remove,  or  when  he  has  been  in  one  building  for 
a  great  many  years  and  the  building  lacks  the  conveniences  that  are 
expected  in  a  modern  dental  office. 

In  a  small  town  it  does  not  matter  so  much;  still,  a  good  location 
means  a  great  deal  even  there ;  if  one  can  change  from  a  poor  location 
to  a  good  one  it  is  best  to  do  so,  but  he  had  better  be  sure  of  a  good 
location  in  the  first  place,  and  stay  there.  In  the  larger  cities  change 
of  location  is  usually  made  from  the  outlying  portions  toward  the  busi- 
ness centre.  When  a  man  can  carry  his  patronage  from  the  residence 
district  to  the  new  location,  it  is  all  right  to  make  the  change;  but  in  a 
portion  of  a  city  which  is  strictly  a  business  centre  there  is  little  to  be 
gained  by  the  move,  because  what  patronage  is  likely  to  be  gained  is 


134  THE   PRACTICE   BUILDER 

purely  of  a  transient  nature,  and  permanent  patronage  is  likely  to  come 
rather  from  the  residence  districts.  It  is  very  rarely  that  men  move 
from  the  residence  district  to  the  business  heart  of  a  city,  unless  they 
have  a  long-established  practice,  and  are  firmly  placed  in  the  confidence 
of  their  patrons,  or  unless  they  are  practising  some  so  unusual  a  spe- 
cialty that  they  can  depend  upon  other  practitioners  to  recommend 
their  patrons  to  the  specialist.  The  specialist  should  be  located  in  the 
business  centre,  because  it  gives  a  certain  prestige  to  have  a  central 
location,  and,  as  they  are  nearer  to  those  who  wish  to  send  patients 
for  consultation,  it  is  more  convenient  for  all  concerned.  Specialists, 
however,  form  a  very  small  proportion  of  the  dental  profession,  and 
there  arc  few  dentists  who  are  not  sufftciently  familiar  with  special 
requirements  to  answer  all  purposes  of  daily  practice. 

All  the  forms  which  we  have  illustrated  should  be  printed  on  the 
finest  paper  procurable,  in  black  ink,  from  the  most  appropriate  types, 
and  should  be  enclosed  in  an  extra  quality  envelope,  sealed,  and  ad- 
dressed, in  a  neat,  clear  handwriting,  to  each  patient  of  the  dentist, 
and  the  envelope  should  be  stamped  with  a  two-cent  stamp.  One-cent 
postage  should  not  be  used;  it  savors  of  cheapness  and  of  advertising, 
while  the  two-cent  stamp  makes  the  notice  a  personal  matter  to  the 
recipient.  Cheap  printing  will  not  do  here,  neither  will  it  do  for  any 
other  work  of  a  dentist  engaged  in  a  high-class  practice.  People  get  too 
much  cheap  printing.  Some  seem  to  think  that  anything  goes.  So 
it  does,  but  nothing  comes  back.  That  is  what  printing  is  for — to  have 
something  come  back.  If  the  recipient  is  impressed  with  the  quality 
of  the  printed  matter  he  receives,  he  will  give  it  attention.  If  he  is  not 
impressed,  or  if  he  is  impressed  unfavorably,  the  intended  efTect  of  the 
printing  and  the  information  which  it  is  desired  to  convey  are  so  much 
time  and  money  lost. 

The  lady  assistant  should  take  the  address-book  and  send  an  an- 
nouncement to  each  patient,  to  every  name  of  every  family,  members  of 
which  are  clients  of  the  dentist. 


Partnerships,  Associations,  Etc. 

"  Two  captains  sink  the  ship  " 

In  business,  partnerships  are  of  advantage,  because  less  capital  is 
required  from  each  member  of  the  farm  to  operate  a  given  business 
than  if  either  were  to  operate  it  alone.  The  double  amount  of  capital 
makes  it  possible  to  extend  the  business  and  command  twice  the  amount 
of  patronage. 

The  same  proposition  does  not  hold  good  in  dentistry.  It  may  be 
sometimes  of  advantage  for  legal  practitioners,  commanding  a  large 
clientele,  to  associate  with  them  one  or  more  partners  to  facilitate  the 
transaction  of  the  business.  This  is  rarely,  if  ever,  the  case  in  medicine. 
We  consider  the  procedure  of  doubtful  utility  in  dentistry,  and  in  sup- 
port of  our  position  we  offer  the  following  facts: 

In  the  first  place,  a  dental  practice  is  largely  the  result  of  one  man's 
industry  and  skill.  Its  growth  is  due  to  his  reputation.  He  can 
augment  it  until  it  has  reached  a  certain  state  or  condition,  so  far  as 
the  yearly  income  is  concerned,  but  beyond  this  point  it  cannot  go  in 
a  town  of  fifteen  to  fifty  thousand  people.  In  every  large  city  it  is  pos- 
sible to  make  a  practice  reach  a  much  larger  yearly  income,  and  this  can, 
by  the  exercise  of  eternal  vigilance,  be  gradually  added  to  until  old  age 
is  reached.  In  a  small  city,  after  a  practice  reaches  a  certain  figure  it 
ceases  to  grow. 

We  do  not  know  of  a  dental  practice  anywhere,  where  two  men  are 
interested,  in  which  the  yearly  income  is  equal  to  that  of  two  practices. 
And,  unless  a  practice  can  be  made  to  pay  twice  as  much  as  one  in 
which  only  one  person  is  interested,  it  is  evident  that  it  is  not  good 
business  policy  to  conduct  it  in  partnership.  We  refer  particularly 
to  a  non-advertising  practice.    In  a  large  city,  in  an  advertising  practice, 

135 


136  THE   PRACTICE   BUILDER 

a  partnership  may  be  of  advantage.  The  amount  of  business  done 
should  decide  this  point. 

Patients,  especially  ladies,  do  not  like  to  consult  a  dentist  when 
another  person  is  present,  even  if  that  other  is  also  a  dentist.  A  consul- 
tation relating  to  the  teeth  is  considered  by  the  patient  to  be  a  personal 
matter,  and  she  is  desirous  that  no  one  but  the  person  who  is  to  perform 
the  work  should  become  familiar  with  the  condition  of  her  dental  ap- 
paratus. The  relation  between  the  patient  and  the  dentist  is  a  confi- 
dential one  and  must  be  so  treated,  but  the  confidential  character  of 
the  relation  becomes  lessened  when  more  than  one  person  is  consulted. 

If  a  young  man  contemplates  buying  a  partnership,  let  him  study  the 
matter  thoroughly  before  deciding.  If,  on  the  other  hand,  he  is  pos- 
sessed of  a  good  practice,  and  is  approached  by  another  dentist  with 
reference  to  selling  a  partnership  interest  in  the  practice,  let  him  also 
study  this  well,  and  note  carefully  what  we  have  said  with  reference  to 
the  amount  of  practice  wherein  two  men  are  interested. 

One  of  the  most  desirable  professional  relations,  especially  for  a 
young  man,  is  that  which  is  comprehended  in  the  word  association,  as  it 
is  employed  to  indicate  a  term  of  pupilage.  Thus,  if  a  young  man  can 
enier  the  office  of  an  eminent  practitioner  in  a  large  city  for  a  term  of 
years,  he  will  be  well  repaid,  because  he  will  then  learn  in  a  year  or 
two  how  to  handle  a  practice,  which  he  could  only  learn  by  his  own 
expensive  experience  if  he  were  in  practice  for  himself,  in  a  great  deal 
longer  time.  By  such  an  association  he  is  made  acquainted  with  all 
the  details  of  handling  an  exclusive  practice,  something  to  which  all 
young  men  possessing  a  spark  of  ambition  must  aspire. 


Mode  of  Living 

*'  As  we  journey  through  life,  let  us  live  by  the  way  " 

A  question  of  some  importance,  especially  to  an  unmarried  man,  or 
to  one  who  is  a  stranger  in  a  town  or  city,  is  that  of  the  place  where  he 
shall  make  his  home  and  the  manner  in  which  he  shall  li\^e. 

To  the  married  man  this  question  is  one  simply  of  where  he  shall 
reside,  and  we  shall  not  attempt  to  discuss  any  of  the  matters  involved 
in  the  conduct  of  his  afifairs,  so  far  as  mode  of  living  is  concerned,  but 
will  at  once  turn  our  attention  to  the  unmarried  man. 

Where  he  has  no  kin  in  the  town  or  city  wherein  he  practises,  there 
are  many  places  of  abode  from  which  he  may  choose  according  to  his 
liking.  He  may  reside  permanently  at  a  hotel;  he  may  take  his  meals 
at  a  hotel  and  room  at  his  office ;  he  may  board  and  room  at  a  private 
boarding-house,  or  take  his  meals  at  a  hotel  and  room  at  a  private  house. 

To  reside  permanently  at  a  hotel  necessitates  a  greater  expenditure 
than  many  care  to  make,  because  he  must  pay  promptly  in  cash  for  what 
he  gets,  and  it  will  cost  him  a  great  deal  more  than  will  any  other  way 
of  living.  Few  young  men  entering  practice  are  prepared  to  live  at  a 
hotel,  but,  for  one  who  is  able  to  bear  the  extra  expense,  we  think  this 
mode  the  most  satisfactory,  especially  to  a  city-bred  man  enjoying  his 
first  experience  in  a  town.  In  the  first  place,  he  can  get  his  meals  at 
hours  suitable  to  his  liking.  He  is  more  independent  in  a  hotel ;  he  does 
not  intrude  on  anyone ;  his  presence  is  never  undesirable  to  those  in  the 
house;  he  can  come  or  go  just  as  he  pleases;  the  barber  shop  and  bath- 
rooms are  convenient,  and,  if  he  cares  to  partake  of  beverages,  he  can 
do  so  at  his  leisure.    The  hotel  has  all  the  conveniences  under  one  roof. 

If  he  selects  a  boarding-house  he  is  sometimes  thrown  into  the 
association  of  persons  distasteful  to  him — old  maids  with  microscopic 
eyes,  and  tongues  that  are  sugar  to  his  face  and  vinegar  behind  his 

137 


13S  THE   PRACTICE   BUILDER 

back;  scandal-mongering  women,  who  are  a  constant  bore.  These 
things  arc  Hkely  to  get  a  man  who  is  not  tactful  into  hot  water.  These 
old  chronic  boarders  have  a  way  of  prying  into  other  people's  business 
in  a  manner  that  is  distressing.  We  do  not  believe  that  these  boarding- 
house  acquaintances  are  of  any  benefit  to  a  dentist's  practice. 

If  he  rooms  at  a  private  house  he  will  be  subjected  to  suspicions 
if  he  keeps  late  hours;  if  there  are  young  women  in  the  house,  he  is  likely 
to  trifle  away  much  valuable  time.  It  is  nice  to  have  a  comfortably  ar- 
ranged sleeping  apartment  at  a  convenient  distance  from  the  ofifice,  but, 
where  one  is  made  a  target  for  inquisitive  women,  the  dentist  will  be 
wdse  to  avoid  them. 

We  do  not  believe  that  a  sleeping-room  in  or  adjacent  to  the  office  is 
advisable,  for  several  reasons,  chief  among  which  is  that  of  its  inap- 
propriateness.  Dentists'  patrons  are  mostly  women — a  large  propor- 
tion of  these  are  young  women;  if  they  know  he  has  a  sleeping  apart- 
ment near  or  in  his  office,  they  feel  a  certain  delicacy  about  being  in  his 
office.  There  is  a  familiar  class  of  women  whom  it  is  not  best  to  have 
around,  especially  where  the  dentist  has  his  private  apartments  in  the 
same  building  as  his  office ;  if  these  women  or  girls  are  seen  often  in  his 
office  it  creates  suspicion  in  the  minds  of  many  who  are  in  the  habit 
of  putting  two  and  two  together,  even  where  there  is  only  one  two;  the 
W'Orld  is  full  of  people  who  can  never  see  anything  but  wrong  in  every- 
one, and  are  constantly  suspecting  other  people,  where  no  one  but  their 
own  peculiar  type  would  see  wrong.  It  is  best  to  be  on  the  safe  side; 
while  there  may  not  be  economy  in  it,  the  satisfaction  of  having  things 
a  little  more  to  your  liking  is  worth  the  extra  outlay. 

In  regard  to  the  dentist's  manner  of  living,  it  is  unnecessary  to  say 
that  the  best  should  not  be  too  good  for  him ;  he  should  enjoy  the  best 
of  everything  within  the  bounds  of  reason  and  his  income.  That  rigid 
economy  that  is  practised  by  many  seems  to  us  to  be  most  undesirable. 
Why  a  man  engaged  in  a  pursuit  as  trying  as  dentistry  undeniably  is — 
trying  to  the  mental  and  physical  system — should  deny  himself  any  of 
the  usual  pleasures  of  life,  is  unaccountable;  economy  is  all  right,  but 
to  deny  one's  self  and  one's  family  enjoyment  of  things  that  make  life 
worth  living  is  a  serious  error;  we  only  live  once,  and,  when  we  are 
dead,  we  are  dead  for  a  long  time. 


THE   PRACTICE   BUILDER  139 

It  takes  so  little  more  to  make  the  difference  between  the  medium 
and  the  good  that  we  should  think  most  men  would  have  the  superadded 
means  of  attaining  the  more  desirable  condition.  We  do  not  mean  that 
a  dentist  should  expect  to  enjoy  all  the  things  that  the  man  of  great 
wealth  has,  but  that  he  should  have  for  himself  and  for  his  family  all 
that  his  income  will  reasonably  admit  of;  not  horses  nor  carriages,  nor 
evidences  of  great  display,  but  the  things  that  make  home  brighter,  that 
are  conducive  to  light-heartedness  and  peaceful  content,  that  please  the 
wife,  ease  her  of  cares,  and  make  her  life  so  pleasant  that  she  is  proud 
and  happy  to  be  the  wife  of  such  a  man. 

Some  people  are  continually  depriving  themselves  of  something 
now,  that  they  may  get  something  at  some  future  time.  This  must  be  a 
most  unsatisfactory  way  of  living,  continually  anticipating  something 
you  have  not ;  it  may  be  nice  to  always  live  in  anticipation  of  something, 
but  we  must  confess  we  should  much  prefer  the  something  first,  and 
take  the  anticipation  on  the  other  side. 

Success  is  affected  by  a  professional  man's  mode  of  living,  to  the 
extent  that  the  appearance  of  success  goes  a  long  way  toward  convinc- 
ing people  that  one  is  successful,  and  so  induces  success  in  fact.  This  is 
true  of  physicians,  and  we  believe  it  is  equally  true  of  dentists,  with  the 
exception  that  dentists  have  not  the  opportunity  afforded  physicians  for 
publicity;  the  dentist's  practice  is  wholly  an  office  one;  his  occupation 
requires  his  constant  personal  attention  in  his  office,  while  the  physician, 
by  reason  of  his  more  varied  duties,  is  brought  more  frequently  into 
contact  with  his  patrons  publicly. 

We  do  not  advise  men  who  cannot  afford  it  to  attempt  to  give  the 
appearance  of  success  by  their  mode  of  living;  for,  if  you  haven't  money, 
there  is  no  sense  nor  consistency  in  trying  to  make  a  show,  because 
this  does  not  constitute  an  infallible  evidence  of  success.  A  man  cannot 
appear  to  be  successful  unless  he  really  has  something  back  of  it;  the 
point  we  make  is  that  if  he  is  successful  he  should  evidence  it  most 
unostentatiously  by  his  mode  of  living. 


Social  Diversion 

"  Society  is  wholesome  for  the  character  " 

While  it  is  probably  true  that  "  all  work  and  no  play  makes  Jack  a 
dull  boy,"  or.  at  any  rate,  has  the  effect  of  narrowing  his  mode  of  life 
by  reason  of  a  too  marked  concentration,  it  is  also  true  that  the  reverse 
condition  is  infinitely  more  dangerous  than  the  close  mental  application. 

To  a  young  professional  man,  especially,  correct  habits  of  social  di- 
version cannot  be  formed  too  early.  Social  life  and  social  amuse- 
ments offer  such  a  wide  variety  of  phases  that  we  shall  speak  only  upon 
those  which  concern  professional  reputation  and  success.  One's  social 
life  is  likely  to  have  a  peculiar  correlation  with  his  reputation  in  a  small 
city,  which,  in  a  large  city,  would  not  be  noticeable.  A  careful  watch 
should  be  kept  over  the  hours  of  leisure,  of  which  we  may  say  there 
should  be  few  in  the  first  years  of  practice.  This  is  the  time  of  mental 
growth,  mental  expansion;  the  time  to  plant  the  seeds  of  thought,  to 
form  habits  of  study,  and  of  industrious  application. 

Xo  young  man  should  deny  himself  a  reasonable  amount  of  relaxa- 
tion, but  opinion  differs  as  to  what  constitutes  such  an  amount.  Most 
men  run  to  extremes;  cither  they  do  not  go  out  at  all.  which  may  prove 
stagnating,  or  too  much,  which  may  prove  detrimental.  Rarely  is  one 
found  who  strikes  the  happy  mean. 

Social  diversion  is  usually  so  different  from  the  occupation  of  the 
day  that  it  is  beneficial,  because  it  means  a  change  of  thought  as  well 
as  a  change  of  raiment.  Yet  it  is  safe  to  say  that  nothing  can  be  more 
injurious  than  an  over-indulgence  in  the  pleasures  of  society,  because 
that  is  not  compatible  with  success  in  his  profession  and  in  business. 
This  is  something  to  fix  firmly  in  mind. 

Someone  has  said  that  it  is  important  for  a  young  man  to  get  eight 
hours  sleep  every  night,  and  to  be  in  bed  and  asleep  at  eleven  or  twelve 

140 


THE   PRACTICE   BUILDER  141 

o'clock.  With  this  we  can  hardly  agree.  We  do  not  think  that  any 
man  has  gained  a  reputation  by  going  to  bed  as  soon  as  he  has  finished 
bis  day's  work,  nor  has  become  rich  by  sleeping  during  the  very  best 
hours  for  consecutive  thought  and  planning;  if  he  has,  he  is  probably 
not  more  than  twenty-seven  cents  richer  than  the  man  who  goes  to 
bed  late.  Further  than  this,  the  man  who  sits  up  nights,  applying  him- 
self to  the  things  that  concern  his  reputation  and  success  while  other 
young  men  are  applying  themselves  to  the  rather  unsubstantial  pursuit 
of  social  relaxation,  will  get  to  the  top ;  and  he  will  get  there  with  several 
years  to  spare  before  he  need  fear  the  society  young  man  as  a  compet- 
itor. We  do  not  here  use  the  word  competitor  in  its  commercial  sense, 
but  rather  that  healthy,  honorable  rivalry  that  lets  "  the  best  man  win, 
and  may  the  devil  get  the  hindmost." 

Who  has  ever  heard  of  a  man  accomphshing  anything  worthy  of 
accomplishment  who  got  into  his  bed  at  ten  or  eleven  o'clock  and  slept 
nine  or  ten  hours?  A  man  can  overdo  the  thing,  however.  Sleep  is  not 
to  be  undervalued.  With  a  fresh  mind  and  a  clear  brain  a  young  man 
has  two  very  important  helps  to  success.  These  cannot  be  maintained 
at  their  highest  state  for  good  work  if  they  are  deprived  of  their  rightful 
and  natural  elixir,  sleep.  Either  prolonged  mental  labor  or  social  dissi- 
pation, no  matter  what  form  it  takes,  will  have  its  effect  upon  the  work 
of  the  next  day.  A  young  man  beginning  his  professional  career  cannot 
afford,  in  justice  to  himself,  to  be  excessive — excessive  in  devoting  time 
to  society,  or  in  giving  too  much  time  to  night-work.  An  excess  of  any- 
thing is  injurious;  while  habits  of  industry  and  perseverance  cannot  too 
early  be  cultivated,  there  is  much  to  be  said  of  moderation.  In  these 
days  of  keen  competition  in  trade  and  of  large  additions  to  the  ranks  of 
the  professions  it  will  be  well  for  the  young  man  to  store  up  his  re- 
sources, to  bank  them.    He  will  need  them  all. 

Sometimes  we  see  men  making  what  we  think  are  immediate  suc- 
cesses, because  they  have  risen  to  position  or  have  made  a  large  amount 
of  money  at  a  comparatively  early  age.  If  we  could  only  see  the  con- 
ditions under  which  they  labored,  w^e  would  see  how  impossible  any 
success  is  to-day  without  the  hardest  work,  the  greatest  patience,  and  the 
most  painstaking  thought  and  planning.  Men  who  attain  to  great  re- 
pute with  more  than  the  usual  rate  of  advance,  or  who  seem  to  get  to 


143  THE   PRACTICE   BUILDER 

the  front  without  the  exercise  of  any  special  effort,  are  sometimes  looked 
upon  as  giants  by  nature;  but  really,  although  they  loom  up  before  us  in 
a  manner  to  surprise  us,  they  are  only  men.  We  judge  too  hastily;  we 
look  at  results  without  considering  the  causes.  We  do  not  think  of  the 
sleepless  nights,  the  tossing  to  and  fro  upon  a  couch,  which,  far  from 
being  one  of  downy  ease,  is  rather  one  of  tossing  restlessness,  exhaus- 
tion, and,  finally,  sleep.  We  see  the  finished  character;  we  do  not  see 
the  worker  in  his  workshop  covered  with  grime ;  we  do  not  see  the  fur- 
nace, the  hammer,  and  the  anvil.  Successful  lives  tell  the  story  of 
l)atience  and  years  of  efifort.  No  young  man  can  to-day  approach  a  pro- 
fessional career  with  the  idea  that  the  attainment  of  success  is  easy. 

As  to  what  social  pleasure  it  is  proper  for  a  young  man  to  enjoy,  and 
that  will  not  afifect  him  adversely,  we  have  to  say — anything  that  does 
not  affect  his  health  or  interfere  with  his  professional  duties,  either  di- 
rectly or  indirectly. 

Probably  no  single  element  in  social  life  is  so  injurious  as  intoxicat- 
ing liquors.  In  considering  this  matter,  we  have  no  desire  to  moralize, 
but  shall  look  at  the  matter  purely  as  one  of  principle.  The  matter  may 
be  summed  up  in  one  proposition:  A  man  cannot  drink  intoxicating 
liquors  and  be  a  successful  dentist.  We  mean,  drink  until  it  becomes 
a  habit. 

Good  dentists  are  not  so  rare  that,  for  the  sake  of  superior  skill,  a 
woman  will  sufifer  the  presence  for  an  hour  or  more  of  a  half-intoxicated 
man.  It  is  bad  enough  to  have  dental  work  done,  let  alone  having  it 
done  by  a  blear-eyed  operator,  whose  breath  is  laden  with  whiskey. 

If  a  man  wants  to  drink,  he  should  never  do  so  during  ofifice  hours; 
he  should  not  drink  to  excess  at  any  time.  A  great  many  men  find  it 
helpful  to  take  a  small  glass  of  wine  or  cordial  of  some  kind  after  a  long 
operation,  when  the  muscles  of  the  back  have  become  strained  and 
cramped  through  standing  in  one  position.  If  a  man  has  more  work 
to  do  after  he  has  become  cramped,  there  can  be  nothing  wrong  in  tak- 
ing a  strengthening  tonic,  but  he  should  explain  it  to  the  patient.  It 
would  be  best  to  transfer  the  appointment  and  take  a  rest  for  the  remain- 
der of  the  day. 

If  a  dentist  enters  a  saloon  after  his  office  hours,  it  is  probably  no 
one's  business  but  his  own;  yet  we  believe  in  paying  a  certain  deference 


THE   PRACTICE   BUILDER  143 

to  the  opinion  of  others.  One  thing  we  will  say  is  this :  If  a  man  enters 
a  drinking  place,  let  him  be  a  man;  don't  sneak  about  it;  go  right  in  the 
front  door,  walk  up  to  the  bar,  call  for  what  you  want,  pay  for  it,  and 
walk  out  of  the  front  door. 

As  to  smoking,  whether  it  be  cigarette,  pipe,  or  cigar,  it  is  perhaps 
best  not  to  attempt  the  radical  and  the  dogmatic.  One  cannot  say  that 
a  young  man  must  not  smoke,  although  it  will  probably  be  wisest  for 
him  if  he  refrains.  Smoking  does  no  appreciable  good,  and  it  is  cer- 
tainly expensive,  especially  if  one  is  accustomed  to  having  the  best. 

Probably  a  man's  health  would  be  better  if  he  did  not  smoke,  and 
perhaps  the  man  who  does  not  smoke  would  live  twenty-five  or  thirty 
minutes  longer  than  the  one  who  smokes.  If  a  man  thinks  that  he  must 
smoke,  he  will  be  wise  if  he  smokes  moderately.  Just  because  a  man  is 
a  dentist  is  no  reason  why  he  should  be  deprived  of,  or  should  deprive 
himself  of,  any  of  the  little  vices  that  make  a  man  feel  contented  with 
himself  and  at  peace  with  the  world.  We  do  not  believe  that  a  dentist 
should  smoke  during  the  day,  principally  because  of  the  offensive  to- 
bacco odor  which  is  likely  to  attach  to  the  clothing,  and  because,  if 
persisted  in,  the  nerves  may  become  affected. 

A  question  that  naturally  arises  is.  What  are  the  best  diversions  for 
a  young  man?  Opinions  must  necessarily  differ  on  this  point.  For  in- 
stance, in  large  cities,  and  most  of  the  smaller  cities,  we  have  the  theatre; 
leaving  aside  the  question  of  the  propriety  of  theatre-going,  we  shall 
consider  it  purely  from  the  stand-points  of  instruction  and  amusement. 

Few  forms  of  entertainment  appeal  to  our  higher  sensibilities  as 
does  the  modern  drama,  especially  when  in  the  hands  of  skilful  players. 
Exciting  the  imagination,  and  calling  the  affections  into  full  play,  they 
lead  the  mind  away  from  the  contemplation  of  the  material  and  sensual. 

Many  plays  are  far  from  producing  these  sensations.  But  because 
there  are  bad  plays  it  does  not  follow  that  there  are  not  good  ones.  It 
resolves  itself  merely  into  a  question  of  paying  your  money  and  taking 
your  choice.  No  man  can  witness  such  plays  as  "  The  Henrietta," 
"  Secret  Service,"  "  The  Charity  Ball,"  "  The  Squire,"  "  The  Wife," 
"  Rosemary,"  "  The  Ironmaster,"  "  Shore  Acres,"  "  Margaret  Flem- 
ing," "  Young  Mrs.  Winthrop,"  "  The  Old  Homestead,"  and  not  be  a 
better  man  for  it.    The  theatre  is,  in  fact,  a  source  of  education  to  a 


144  THE  PRACTICE   BUILDER 

young  man.  The  lessons  of  life  are  given  in  panoramic  form,  pleasing 
alike  to  ear  and  eye.  A  good  play  is  a  wonderful  stimulant,  a  wonderful 
rejuvenant  of  depressed  spirits. 

Not  less  beneficial  arc  those  performances  that  depend  upon  humor 
as  their  main  element  of  merit.  They  are  always  well  attended,  because 
those  who  go  do  so  to  be  relieved,  by  the  humorous  situations,  of  the 
strain  and  concentration  of  their  daily  duties.  So,  too,  with  the  comic 
opera;  here  fantastic  coloring  and  melodious  sounds  appeal  to  the  sight 
and  hearing. 

The  question  of  dancing  naturally  presents  itself  as  one  of  those 
involved  in  the  consideration  of  the  subject  of  social  amusements.  It 
has  been  discussed  too  often  for  us  to  enter  into  any  of  its  phases,  except 
that  of  amusement.  Dancing  is,  without  doubt,  one  of  the  highest  forms 
of  enjoyment,  and  gives  to  its  votaries  an  ease  of  bearing  and  grace  of 
carriage  that  are  seldom  attained  otherwise.  Most  good  things  can  be 
abused,  and  this  is  no  exception;  when  it  is  abused  the  efifects  are  in- 
jurious. Dancing  is  usually  very  exhausting,  and  the  young  man  who 
has  to  attend  to  the  active  duties  of  a  full  practice,  or  one  that  is  grow- 
ing, soon  finds  out  that  these  pleasures  mean  very  late  hours,  and  that 
they  interfere  seriously  with  his  professional  duties,  not  only  by  a  lack 
of  the  proper  amount  of  sleep,  but,  too,  because  through  it  he  loses  that 
clearness  of  brain  and  steadiness  of  hand  born  of  a  proper  nervous 
equilibrium  which  are  essential  to  skilful  operating. 

Card  games  are  always  enjoyable,  and  afiford  one  of  the  pleasantest 
means  of  passing  an  evening,  combining  relaxation  with  recreation. 
Many  of  the  games  require  more  or  less  mental  strain,  such,  for  in- 
stance, as  whist,  especially  when  engaged  in  playing  with  an  expert,  and 
so  should  not  be  indulged  in  to  any  great  extent  by  those  who  are  com- 
pelled to  use  their  mental  faculties  extensively  during  the  day. 

The  dangers  of  society  to  a  dentist  are,  of  course,  those  which  con- 
front one  in  any  business  or  profession — that  of  causing  a  man  to  some- 
times forget  his  obligations  to  his  profession,  and  to  prevent  applying 
himself  with  diligence.  A  man  who  gives  his  attention  to  society  must 
neglect  something  else:  with  a  dentist,  that  neglect  is  dentistry.  The 
society  dentist  rarely  has  a  library  of  books  of  reference,  and,  if  he  has 
them,  he  does  not  use  them  with  regularitv;  it  is  rarelv  that  he  takes 


THE   PRACTICE   BUILDER  145 

more  than  one  dental  journal,  and  to  this  he  may  devote  Httle  time. 
Indeed,  his  great  fauh  is  that  he  usually  knows  a  great  deal  about  what 
is  going  on  in  society,  and  very  little  about  what  is  going  on  in  dentistry. 

Said  a  prominent  dentist,  in  speaking  on  this  subject:  "The  only 
fault  I  have  to  find  with  dentists  who  give  a  great  deal  of  attention  to 
society  is  that  they  don't  appear  to  know  a  great  deal  about  dentistry." 
Once,  in  speaking  of  a  dentist  in  a  large  city,  another  practitioner  said: 
"  Young  Blank  seems  to  be  devoting  himself  very  assiduously  to  soci- 
ety, and  seems  to  be  getting  a  large  share  of  patronage  from  several 
of  the  most  prominent  families  in  the  city;  he  attends  all  the  social 
functions  and  appears  to  be  a  great  favorite." 

Four  years  afterward,  in  speaking  about  the  same  dentist,  he  said: 
^'  Too  bad  about  young  Blank,  isn't  it?  " 

"  How  is  that?" 

"  Well,  you  know  he  used  to  have  a  good  practice  three  or  four 
years  ago ;  he  was  quite  a  favorite  in  society,  and  is  yet,  for  that  matter, 
but  it  is  noticeable  that  he  hasn't  so  many  of  those  families  on  his 
books." 

"  Why  is  that?  " 

"  Well,  you  see,  in  this  country  people  have  a  peculiar  idea  about 
consistency,  and  Blank's  attention  to  society  has  prevented  him  from 
really  getting  to  the  front  as  a  dentist.  He  has  never  really  done  any- 
thing that  should  cause  people  to  consider  him  a  superior  dentist.  His 
work  has  not  compared  favorably  with  that  of  men  who  preceded  him, 
and  the  people  have  generally  gone  back  to  their  former  dentists,  or  to 
others.  The  fact  of  the  matter  is  that  when  people  want  dental  work 
done  they  want  it  done  by  a  dentist  who  pays  a  good  deal  of  attention 
to  dentistry;  and  the  very  people  with  whom  he  associates  in  society, 
although  formerly  his  patients,  now  go  elsewhere  for  their  professional 
services." 

When  a  young  dentist  enters  practice  in  one  of  the  smaller  cities, 
there  is  one  thing  against  which  he  should  carefully  guard,  and  that  is, 
going  into  society  too  early  in  his  practice.  If  he  is  a  stranger,  he  may 
find  that  he  may  become  an  object  of  more  or  less  interest  to  young 
women  who  would  like  to  have  him  become  better  acquainted.  Soon 
after  he  is  established  in  his  new  home,  or,  rather,  office,  he  receives 


146  THE   PRACTICE    BUILDER 

as  patrons  young  ladies  who,  after  their  work  has  been  performed,  invite 
him  to  call.  The  point  to  guard  against  is  this:  These  young  ladies  are 
unknown  to  him — that  is,  so  far  as  their  social  status  is  concerned — 
and,  if  he  should  accept  and  it  should  afterward  become  apparent  to 
him  that  the  young  ladies  are  not  representatives  of  the  better  families, 
it  might  be  somewhat  embarrassing  to  the  young  man  at  a  future  time 
to  realize  that  he  had  been  made  a  cat's  paw ;  and,  too,  it  might  operate 
against  his  future  position  in  society.  People  are  judged  by  those  with 
w'hom  they  associate,  and  a  dentist  must  use  some  tact  to  prevent  him- 
self being  unjustly  estimated. 

It  is  necessary,  therefore,  for  every  dentist  to  use  common-sense 
with  reference  to  his  social  life.  He  should,  of  course,  have  a  social  side 
to  his  nature,  but  he  should  not  allow  that  side  to  dominate  him.  If  he 
does,  he  will  find  that  his  professional  income  is  affected.  The  dentist 
wdiose  thoughts  are  fixed  upon  the  pleasures  of  the  evening  before,  or 
whose  mind  is  on  some  anticipated  pleasure,  will  find  shortly  that  he 
has  been  passed  in  the  race  for  professional  distinction  by  those  who 
keep  such  things  in  their  proper  places.  The  men  who  have  attained 
to  high  rank  in  dentistry  will  be  found  to  give  no  attention  whatever  to 
society,  and  they  still  maintain  their  supremacy. 


The  Church 

"  Can  there  be  Christians  for  revenue  ?  " 

A  few  years  ago  a  Chicago  Sunday  newspaper  suggested  that  its 
readers  give  the  paper  their  reasons  for  attending  church.  As  might 
have  been  anticipated,  the  paper  was  flooded  with  replies  from  persons 
in  every  walk  of  life. 

The  reasons  given  were  numerous  and  varied.  There  were  letters 
entering  into  every  possible  detail  of  the  question;  letters  from  old  men 
and  young  men,  mothers,  daughters,  sons,  ministers,  and  laymen,  phy- 
sicians and  lawyers — all  answered,  and  told,  in  their  own  way,  just  why 
they  attended  church.  Some  of  them  certainly  made  very  interesting 
reading;  the  serious,  the  cynical  strain,  the  jocose,  the  philosophic — 
all  were  represented ;  but  the  one  that  struck  us  as  being  the  most  hon- 
est, if  not  the  wisest,  was  that  of  a  young  dentist  from  a  city  in  Iowa. 
He  said:  "  I  attend  church  because  it  helps  me  in  my  business  as  a 
dentist;  and,  if  a  good  many  other  people  would  tell  the  truth,  they 
go  for  the  same  purpose." 

The  writer  signed  his  full  name,  and  undoubtedly  spoke  just  as  he 
thought.  We  could  not  help  thinking  that  the  next  time  he  went  to 
church  he  would  be  an  object  for  comment  from  those  members  who 
had  patronized  him  because  he  belonged  to  their  church.  That  many 
others  attended  for  the  same  reason  they  probably  admitted  to  them- 
selves; but  they  would  think  for  a  long  while  before  they  would  put 
the  fact  in  black  and  white,  so  that  the  others  of  the  congregation  might 
read  it.  But  that  city  in  Iowa  is  not  the  only  place  where  the  young 
man's  statement  would  apply.  It  is  as  true  of  every  city,  town,  and 
hamlet  in  the  land. 

One  who  will  use  the  church  as  a  means  for  advancement  is  too 
contemptible  for  association  with  honest  men.    A  person  who  will  cloak 

147 


148  THE   PRACTICE   BUILDER 

himself  in  the  outward  evidences  of  Christianity  to  attract -patronage 
is  one  whose  behef  is  grounded  on  dollars  and  cents. 

Ilie  subject  is  one  that  is  rarely  discussed  in  i)rint,  but  there  can  be 
no  reason  why  some  questions  upon  the  subject  should  be  amiss.  That 
this  form  of  advertising  should  be  indulged  in  is  a  disgrace  to  the  church 
and  to  the  persons  who  practise  it,  but  that  men  utilize  the  means  for 
the  end  there  is  no  (juestion. 

Individuals  of  this  stripe,  when  they  are  dentists,  will,  before  decid- 
ing which  church  they  shall  attend,  give  careful  thought  to  the  subject 
from  the  business  point  of  view,  hirst,  the  size  of  the  congregation. 
Rarely,  if  ever,  does  he  select  the  one  that  is  smallest.  Second,  the 
wealth  of  those  composing  the  congregation,  because  he  cannot  aflord 
to  give  his  time  to  going  to  a  church  that  is  attended  by  poor  people. 
Third,  the  fashionable  church.  It  is  well  for  him  to  attend  what  is 
known  as  the  fashionable  church,  and  to  be  known  as  a  member  of  it. 

These  considerations  being  satisfactorily  settled,  he  becomes  an 
attendant  at  the  church  of  his  choice,  and,  by  his  ability  to  put  himself 
forward,  soon  manages  to  get  his  name  mentioned  a  few  times,  and  gets 
appointed  to  some  committee,  and  soon  his  great  executive  ability 
shews  him  how  to  get  some  of  the  brothers  into  his  office  and  into  his 
ledger  accounts.  He  may  become  a  member  of  the  choir,  or  he  may 
join  the  Young  People's  vSocietx-  for  the  Prevention  of  Eating  Fish  on 
Friday.  Thus,  becoming  popular  with  the  younger  members  of  the 
church,  he  soon  casts  his  envious  eyes  upon  the  minister;  he  covets  his 
influence,  and  eventually  he  gets  the  good  man  into  his  chair  and  fills 
his  teeth  with  something  else  than  donated  pies  and  cakes,  and  at  the 
appropriate  time  he  sends  around  a  receipted  bill  for  his  work.  The 
good  preacher  is  overjoyed;  he  is  really  tickled. 

"  What  a  clever  fellow  Dr.  So-and-so  is!  He  is  really  a  very  clever 
fellow!  "  Then  the  minister  boosts,  and  he  does  it  as  only  a  minister 
can ;  he  calls  on  the  sisters',  and  incidentally  (?)  mentions  that  his  molars 
have  recently  been  giving  him  some  trouble  and  that  the  clever  Dr.  So- 
and-so  filled  them  and  did  such  excellent  work — but  he  does  not 
say  anything  about  the  receipted  bill. 

Our  hero  congratulates  himself  upon  his  great  foresight,  and  laughs 
up  his  sleeve  at  the  other  dentists,  and  he  really  is  too  thick-headed  to 


THE  PRACTICE  BUILDER  149 

know  that  there  are  other  dentists  whose  hindsight  is  better  than  his 
great  foresight,  and  that,  while  he  is  throwing  bouquets  at  himself,  they 
are  "  getting  there  "  without  the  use  of  any  of  the  extraneous  expedients 
of  which  he  makes  use;  they  do  not  need  the  lumbering  and  clumsy 
mechanism  that  is,  to  his  idea,  perfect.  They  can  get  along  without  it. 
It  is  not  necessary  for  a  man  of  real  ability  to  make  use  of  expedients 
of  this  class,  and,  when  carried  to  extremes,  they  are  used  as  a  mask 
whereby  lack  of  real  merit  is  concealed.  Church  pomposity  and  offi- 
ciousness  illy  become  a  professional  man,  and  should  be  left  to  petty 
tradesmen  and  strutting  individuals  who  take  especial  delight  in  parad- 
ing themselves. 

This  is  an  era  of  dogmas  and  of  creeds;  of  separation  from  the  be- 
liefs of  our  forefathers  and  the  inculcation  of  new  beliefs ;  the  evolution 
of  a  new  doctrine  results  in  the  evolver  being  surrounded  by  a  more  or 
less  numerous  following,  and  of  his  presiding  over  the  pulpit,  where 
he  may  expound  to  his  own  satisfaction,  and  sometimes  to  his  hearers', 
his  theories. 

The  ability  to  discuss  an  old-fashioned  religion  in  so-called  "  new 
lights  "  is  a  great  incentive  to  many  ambitious  clergymen  to  lay  awake 
of  nights,  because  the  game  is  certainly  worth  the  candle.  The  fortunate 
man  is  immediately  upon  the  top  wave  of  popularity  and  his  future  is 
assured,  provided  he  always  keeps  up  to  date. 

With  reference  to  this  question  of  religion,  it  is  well  for  the  young 
man  to  bear  in  mind  some  fundamental  truths.  The  necessity  of  church- 
going  is  not  a  matter  for  discussion  here;  neither  is  the  consideration 
of  new  lights,  new  creeds,  within  the  scope  of  our  purpose.  But  we  have 
this  to  say: 

Let  the  new  creeds  come,  let  the  new  lights  come,  and  let  us  hope  for 
everything  that  is  helpful  to  our  great  social  system.  When  the  new 
lights  and  the  new  creeds  grow  stale,  we  know  that  we  are  all  still  pos- 
sessed of  an  absolute  and  unalterable  belief  in  the  existence  of  a  Supreme 
Being.  That  there  is  an  Omnipotent  Ruler  no  one  can  doubt.  Every- 
thing in  nature  points  to  that  as  an  unassailable  fact.  With  all  the  the- 
ories advanced  in  hundreds  of  years  by  the  keenest  intellects  of  all  times 
since  the  Christian  era,  down  in  the  hearts  of  the  thinking  men  of  all. 
nations  there  is  an  absolute  belief  that  a  wise  God  rules  the  universe. 


I50  THE   PRACTICE   BUILDER 

What  this  God  is  \vc  do  not  know.  It  is  beyond  the  comprehension  of 
the  human  mind.  We  know  only  that  there  is  a  God.  That  is  all  that  it 
is  necessary  to  know. 

It  is  the  knowing  more  than  this  that  leads  to  the  new  doctrines. 
New  doctrines  are  not  lasting — religion  is.  Without  faith,  without  an 
absolute  conviction,  an  unalterable  belief  that  there  is  One  who  rules 
the  destinies  of  nations  and  of  men,  a  man  makes  the  mistake  of  his  life; 
nor  can  he,  even  in  the  light  of  the  most  advanced  scientific  knowledge, 
allow  himself  to  forget  that  there  is  a  God ;  it  is  a  truth  that  no  one  can 
hesitate  to  believe,  and  its  belief  does  not  require  as  proof  thereof  the 
acceptance  of  creed  or  dogma,  nor  of  any  particular  form  of  religion. 

It  requires  only  that  a  man  live  according  to  conscience,  and  accord- 
ing to  the  very  best  motives  in  life.  This  is  a  simple  religion,  yet  it  is 
just  as  true  and  acceptable  as  any  that  is  practised.  It  is  something 
that  is  not  beyond  the  mental  power  of  anyone.  No  one  cares  to  accept 
less  than  this  as  a  fundamental  basis  of  religious  belief.  It  can  be  ac- 
cepted without  misgiving  of  any  sort,  without  hesitancy. 

A  proper  respect  for  things  that  are  sacred  is  demanded  of  every 
man,  and  failure  in  this  is  one  of  the  greatest  errors  of  a  young  man's 
life.  The  singing-birds,  the  budding  flowers,  the  sowing  and  the  har- 
vest, the  blue  vault  filled  with  the  light  of  countless  stars,  the  birth  of  a 
thouglit  and  the  death  of  an  aged  man  or  an  infant — all  show  to  even 
the  humblest  of  mankind  that  there  is  a  God. 

Considering  the  question  of  attending  church,  it  is  probable  that  a 
yoimg  man  serves  his  own  best  interests  if  he  identifies  himself  with 
some  church  which  comes  nearest  to  his  beliefs  and  peculiar  tastes. 
By  so  doing  he  identifies  himself  with  local  interests.  This  is  more 
especially  true  of  small  communities.  This  does  not  mean,  however, 
that  he  should  do  so,  or  that  he  must  do  so;  but  it  is  well  to  do  so, 
whether  a  man  is  a  prayerful  man  or  not;  in  doing  this  we  do  not  en- 
courage hypocrisy.  We  say  emphatically,  if  you  don't  care  to  go,  stay 
away.  It  is  better  to  have  your  own  self-respect  than  to  feel  that  you 
have  the  regard  of  the  whole  world  and  to  know  that  you  have  your 
own  contempt. 

If  a  man  lives  a  life  of  moderation  and  conforms  to  the  requirements 
of  a  moral  code,  as  morality  goes  in  these  days,  he  is  doing  all  that  is 


THE   PRACTICE   BUILDER  151 

necessary.  It  is  not  expected  of  a  man  that  he  is  going  to  attempt  the 
saintly;  people  do  not  ask  as  a  requisite  evidence  of  good  conduct  that 
a  professional  man  be  a  regular  attendant  at  church. 

Further  than  this,  the  goody-goody  kind  of  young  man  is  not  com- 
patible with  the  tendency  of  the  times;  the  goody-goody  young  man 
is  sham  and  hypocrisy,  and  not  once  in  a  thousand  times  does  he  prove 
himself  to  possess  any  traits  of  virility  and  manhood  that  are  respected 
by  men  of  his  own  age  and  by  his  elders. 

Women  care  more  for  a  man  with  some  of  the  faults  that  human 
beings  are  supposed  to  possess  than  for  those  who,  by  their  demeanor, 
endeavor  to  conduct  themselves  as  though  a  fault  were  impossible  with 
them. 

We  detest  attempts  at  moralizing.  We  are  not  moralizers.  Moral- 
izing is  a  profession,  and  strict  moralists  get  paid  for  their  moralizing, 
just  as  we  do  for  our  own  work.  Many  of  those  who  are  most  vehement 
in  their  utterances  for  the  maintenance  of  morality  are  its  poorest  prac- 
tical exponents. 

The  church  of  to-day  is  not  as  successful  in  attracting  young  men 
to  its  portals  as  it  was  of  old.  There  is  a  reason  for  this.  The  minister 
is  not  a  young  man's  minister.  He  does  not  appeal  to  the  feelings  of 
the  younger  class  of  men.  He  is  not  in  touch  with  their  mode  of  life, 
nor  with  the  times,  from  their  point  of  view.  In  many  of  the  large  cities 
we  see  churches  that  have  a  large  representation  of  the  younger  element 
present,  but  this  is  the  exception. 

The  young  men  attend  churches  where  the  minister  keeps  close  to 
the  times,  close  to  the  actualities  of  the  present,  the  now.  It  is  not 
necessary  to  go  on  from  Sunday  to  Sunday,  drawling  away  on  the  same 
old  subject  in  the  same  old  way.  The  sameness  of  it  all  palls,  and  the 
minister  who  delivers  his  sermons  so  that  they  touch  upon  the  questions 
of  life  as  they  present  themselves  to-day  is  the  minister  who  attracts 
the  young  men. 

In  our  remarks  we  have  no  intention  of  conveying  any  intimation 
that  we  believe  going  to  church  is  "  babyish,"  nor  that  we  believe  it  is 
"  smart "  to  stay  away.  The  most  successful  men  are  worshippers 
at  the  altar  of  rehgion.  The  best  minds  are  its  upholders.  The  influ- 
ence of  religion  is  sure  and  can  be  depended  upon. 


152 


THE   PRACTICE   BUILDER 


Religion  represents  nothing  more  than  an  adherence  to  a  simple 
code  of  honesty,  and  of  living  an  honorable  life,  to  do  which  it  is  not 
necessary  to  go  to  church  nor  to  make  any  display. 

No  one  has  ever  been  hung  who  lived  according  to  the  Bible. 

"  This  above  all:  To  thine  own  self  be  true; 
And  it  must  follow  as  the  night  the  day, 
Thou  canst  not  then  be  false  to  any  man." 

— Hamlet. 


Marriage 


"  Choose  not  alone  a  proper  mate,  but  proper  time  to  marry  " 

Marriage  is  a  very  popular  subject  to  write  upon.  At  least,  a  great 
many  write  upon  it.  Writers  always  get  a  hearing  on  the  matter.  Per- 
haps that  is  why  so  many  people  who  cannot  get  a  hearing  on  any  other 
subject  dilate  upon  this.  Marriage  has  been  made  too  much  of  a 
problem;  it  has  been  made  too  complex.  If  it  were  less  so,  it  would 
be  better.    Marriage  is  a  condition,  and  not  a  theory. 

The  time  was,  in  old  primitive  days,  that,  when  a  lad  found  himself 
in  love  with  a  lass,  he  asked  her  to  be  of  him  and  with  him,  and  "  they 
were  married  and  lived  happily  ever  after."  Much  of  the  simplicity 
attached  to  marriage  at  that  day  is  lost. 

Marriage,  that  one  thing  of  all  others  in  our  lives  which  should  be 
regulated  by  the  affections,  the  emotions,  and  the  heart,  is  becoming  a 
mental  study.  This  is  all  right,  in  a  sense,  but  all  wrong  in  the  main. 
The  variety  of  views  presented  are  so  conflicting  that  they  mislead 
young  men  and  young  women  and  utterly  confuse  them.  The  fact  is 
that  altogether  too  much  has  been  written  about  marriage,  and  it  is 
all  calculated  to  confound  the  reader.  The  continual  clatter  does  not 
give  anyone  a  better  idea  of  marriage.  It  succeeds  only  in  giving 
people  misgivings  concerning  marriage  and  its  relations.  A  mass  of 
theories  is  being  substituted  for  the  beautiful  and  tender  side  of  the 
contract. 

Married  people  have  a  habit  of  jesting  about  marriage  in  a  way  that 
is  misleading  to  young  people.  "  Just  wait  until  you're  married,  and 
then  3'-ou  won't  have  such  a  good  time."  "  Well,  you're  having  a  good 
time,  my  boy;  that's  all  right,  enjoy  yourself  while  you  can."  "  A  man 
don't  know  what  expenses  really  are  until  he  is  married."     "  She  is 

153 


154 


THE   PRACTICE   BUILDER 


lovely.,  is  she?  Well,  all  women  are  lovely  before  niarjiage;  but  just 
you  wait  until  after  you're  married."  These  things  result  in  setting 
them  to  thinking  that  marriage  is  not  the  happy  and  contented  state  that 
has  been  pictured.  Their  views  have  been  completely  upset,  and  they 
have  been  given  nothing  in  return  for  what  has  been  taken. 

The  question  of  marriage  arises  in  the  mind  of  every  man  at  some 
time.  It  is  an  important  question,  and  the  solution  may  or  may  not 
be  easy.  That  depends  largely  on  the  young  man.  To  some  the  solu- 
tion is  the  extreme  of  simplicity.  They  are  in  love  with  some  girl, 
and  they  get  married  and  live  a  happy  life.  To  others  the  matter  takes 
the  form  of  a  problem.  The  problem  may  be  a  question  of  the  right 
girl,  the  means  with  which  to  marry,  or  the  proper  age  at  which  to 
marry.  It  is  said  that  few  men  marry  the  girl  who  first  takes  their 
fancy,  so  that  the  problem  strikes  at  least  one  of  the  phases  mentioned. 

That  marriage  is  for  the  good  of  almost  every  man  there  can  be  no 
possible  doubt.  For  the  majority  of  men,  it  is  safe  to  say,  there  can 
be  no  two  sides  to  the  question. 

Alan  has  done  nothing  w'ithout  woman.  He  has  been  a  cipher  in 
the  world  of  affairs  without  her.  With  her  he  has  become  great  and 
good  and  noble.  For  her  he  has  done  much.  How  many  know  what 
an  inspiration  woman  has  been  to  man?  We  have  heard  men  say  that 
if  it  had  not  been  for  the  love  of  a  woman  they  might  never  have  at- 
tempted things  that,  with  her  love,  they  have  accomplished.  Woman's 
inRucncc  has  at  all  times  inspired  men  with  ambition,  and  without  am- 
bition men  are  mere  machines. 

A  man's  life  is  not  complete  until  he  has  taken  a  good  woman  to  his 
heart  and  home.  His  life  seems  to  be  more  fully  rounded,  and  he  seems 
to  be  more  completely  happy  when  he  has  for  his  companion  a  true 
woman.  The  happiest,  the  most  contented  men  in  the  world,  are  those 
who  are  married.    There  can  be  no  doubt  about  this;  look  about  you. 

A  young  man  makes  a  very  serious  mistake  when  he  lays  out  for 
himself  a  life  of  single  blessedness.  Such  a  course  is  only  proper  when 
based  upon  physical  and  mental  reasons.  Some  men  there  are  who 
are  woman  haters;  they  refuse  to  marry  because  they  do  not  believe  in 
the  existence  of  those  qualities  that  are  generally  attributed  to  woman. 
Men  who  think  thus  err,  and  err  most  seriously.     Such  men  do  not 


THE   PRACTICE   BUILDER  155 

understand  woman.  And  yet  every  fair-minded  man  who  loves  his 
mother,  his  sister,  or  some  other  fellow's  sister — which  is  the  same 
thing,  only  different — understands  woman;  and  he  understands,  too, 
that  her  motives  are  always  of  the  best.  Some  men  never  understand 
women — that  is,  rightly.  Through  woman,  everything  is  added  to  a 
man's  life  that  he  lacks. 

There  is  nothing  else  in  the  world  so  well  calculated  to  bring  all  the 
good  in  a  man  to  the  surface,  and  enable  him  to  make  the  best  of  every- 
thing, and  to  do  the  very  best  he  knows  how,  because  he  knows  there  is 
someone  with  the  sweetest  gray  eyes — or  blue,  or  brown,  or  some  other 
color  brighter  than  all  the  stars  of  heaven — who  thinks  he  is  the  smartest 
and  best  fellow  in  this  dreary  old  world,  and  who  is  happy  with  him  when 
he  is  happy,  who  sympathizes  with  him  when  he  is  downhearted,  and 
who  rouses  him  to  his  better  self  and  makes  him  feel  that  this  is  the  best 
world  he  ever  lived  in.  And  when  she  flings  her  soft  arms  around  him, 
the  dainty,  fluffy  sleeves,  delicately  scented,  just  brushing  his  temples, 
he  is  glad  he  is  living  and  that  he  is  not  a  bachelor. 

Bachelors  are  often  happy  in  the  knowledge  that  they  are  account- 
able to  no  one  but  themselves;  they  feel  that  they  can  do  as  they  please, 
and  go  as  they  please,  and  as  long  as  they  can  be  bad  enough  to  have 
all  the  fun  in  the  world,  and  good  enough  to  keep  out  of  trouble,  think 
that  they  are  enjoying  life. 

But,  after  all,  such  an  one  knows  that  there  is  something  lacking,  that 
he  is  not  complete.  And,  while  he  may  acquire  wealth  or  position,  he 
wonders  if  there  is  not  something  that  would  make  him  happier,  some- 
thing that  would  make  him  put  forth  his  best  efforts,  and  someone  to 
enjoy  his  successes  with  him.  Men  there  are  who  have  won  great 
wealth  and  position  in  life,  and  who  lived  in  comfort  until  well  along 
in  years,  having  everything  the  heart  could  wish,  yet  who  always  had 
one  regret;  they  had  not  a  wife,  and  they  envied  men  less  fortunate  in 
station  because  they  had  wives  and  children. 

Bachelorhood  is  a  state  of  contentment  only  as  the  bachelor  is  ig- 
norant of  the  true  happiness  of  married  life.  As  this  dawns  upon  him, 
the  bachelor  becomes  a  bachelor  no  longer. 

Concerning  the  real  wisdom  of  marriage,  there  can  be  no  doubt, 
*'  no  possible  doubt  whatever."    The  institution  is  too  well  established  to 


156  THE   PRACTICE   BUILDER 

admit  of  any  argument  in  the  matter.  There  are,  of  course,  little  prob- 
lems that  properly  enter  into  a  consideration  of  the  matter  in  individ- 
ual cases. 

The  choice  of  the  right  girl  is  one  of  these.  And  it  is  one  that  no 
one  can  decide  but  the  person  most  interested;  it  is  not  a  subject  for 
advice  or  consultation.  It  is  a  man's  heart  that  directs  him  to  the 
woman  whom  he  wants  for  his  wife.  But  many  a  young  man  is  un- 
decided about  marriage.  In  his  own  heart  he  feels  that  the  only  mar- 
riage that  can  be  a  really  happy  one  is  that  which  follows  the  dictates 
of  the  heart,  a  marriage  founded  upon  reciprocal  love — love  for  a 
woman  and  her  love  in  return.  The  girl  may  be  already  in  his  mind's 
eye,  may  occupy  his  every  thought.  He  believes  that  he  loves  her,  and 
yet  he  may  hesitate.  There  may  be  several  reasons  for  his  hesitancy. 
There  may  be  another  girl  in  the  case,  and  the  other  girl,  he  may  admit 
to  himself,  he  does  not  love  quite  so  well  as  the  "  only  "  one;  but  he 
thinks  to  himself,  she  may  bring  him  an  addition  to  his  fortune,  or 
she  may  aid  or  advance  his  plans,  or  perhaps  she  has  family  connec- 
tions of  a  high  social  standing. 

A  young  man  may  entertain  for  a  girl  the  proper  feeling,  and  be 
withheld  by  such  obstacles  as  parental  opposition  on  either  side,  or 
by  friends;  and  these  things  serve  but  to  complicate  the  matter,  for, 
while  he  may  be  perfectly  sure  of  his  liking  for  the  girl,  a  variety  of 
considerations  serve  to  perplex. 

Many  a  young  man  has  married,  thinking  he  was  in  love,  when 
reallv  he  was  not;  but  he  thought  he  was.  He  admired  something 
about  the  girl — grace  of  manner,  beauty,  ability  to  appear  well,  taste^ 
art  in  entertaining,  or  education,  or  the  possession  of  some  trait  that 
was  lacking  in  himself.  A  marriage  of  this  kind  is  formed  on  the  wrong 
basis  to  be  a  happy  one.  He  has  admired  her  for  the  possession  of 
traits  that  are  in  the  nature  of  the  ornamental.  Some  young  men  form 
peculiar  ideals,  and  are  likely  to  associate  girls  who  possess  the  traits 
mentioned  with  those  he  would  like  to  have  his  wife  possess,  and  to  his 
mind's  eye  he  pictures  her  presiding  over  his  establishment;  but  it  may 
be  that  in  a  few  years  he  would  want  something  more  than  an  ornament, 
and  perl-:aps  he  might  find  it  lacking.  The  girl  whom  a  young  man 
marries  should  be  the  girl  who  occupies  his  every  thought ;  the  one  with- 


THE   PRACTICE   BUILDER  1 57 

out  whom  his  whole  hfe  would  be  a  barren  waste;  the  one  whose  picture 
comes  between  him  and  everything.  She  is  the  one  who  will  be  a  true 
and  loving  wife,  a  daughter  to  his  mother,  and  the  one  who  will  be 
the  mother  of  his  children.  This  is  the  only  girl  he  is  safe  in  marrying — 
the  girl  he  really  and  truly  loves,  and  it  makes  no  difference  whether 
she  is  rich  or  poor,  or  whether  she  possesses  those  traits  that  he  admired 
or  not. 

An  affectionate  disposition  is  better  than  traits  of  bearing,  or  factors 
in  api)earance;  an  interesting  and  sympathetic  nature,  coupled  with 
a  responsive  disposition  and  an  appreciation  of  his  best  qualities.  These 
are  things  that  wear  well ;  that  hold  a  man's  devotion ;  that  are  lasting.  ' 

Laugh  as  we  may  at  sentimentality,  we  reahze  that  without  it  an 
ideal  is  impossible. 

To  marry  for  money  is  one  of  the  most  despicable  things  that  can 
be  said  of  a  man.  A  man  who  marries  for  money  is  an  object  for  pity 
and  for  contempt.  Happily  there  are  men  who  hold  this  as  one  of  the 
most  degrading  things  a  man  can  do,  something  that  cannot  but  dwarf 
him  in  his  own  estimation. 

Perhaps  these  men  are  in  the  minority,  but  they  do  exist.  Men  who 
have  pride  which  would  not  submit  to  inuendos,  nor  to  aspersions  of 
any  kind;  these  are  the  men  who  would  choose  between  the  rich 
girl  and  the  poor  girl,  and  take  the  poor  girl,  even  if  they  loved  the 
rich  one  better,  rather  than  have  it  said  that  they  married  a  girl  for 
money.  But,  if  a  man  really  loves  a  girl,  and  she  is  rich,  it  is  no  indis- 
cretion to  be  in  love  with  her;  poor  thing,  she  cannot  help  it;  the  young 
man  should  overlook  the  objection. 

In  this  connection  it  may  be  said  that  an  unfortunate  tendency  of 
the  times  has  been  an  endeavor  to  develop  a  social  distinction  in  con- 
templated marriages,  a  condition  of  affairs  which  is  wholly  at  variance 
with,  and  incompatible  with,  our  liberty.  This  is  something  which  it 
is  not  at  all  easy  to  define;  but  the  condition  is  one  which,  at  this  time, 
is  not  easy  of  accomplishment,  because  it  is  impossible  in  a  country 
where  families  prosper  under  American  privileges  and  resources.  So- 
ciety in  this  country  is  graded  sufficiently  to  protect  its  individuals, 
and  this  is  all  that  is  necessary.  The  people  who  consider  persons  of 
another  grade  of  society  to  be  so  obnoxious  that  their  presence  is  a  pol- 


158 


THE   PRACTICE   BUILDER 


lulion  to  tlic  atmosphere  are  snobbish  to  an  extent  that  is  not  to  be 
expected  from  the  born  American. 

The  strength  of  our  great  Repubhc  finds  its  bulwarks  in  the  great 
average  middle  class;  from  it  spring  the  brawn  and  brains  of  the  nation; 
and  here  we  find  the  great  social  strength,  the  true  moral  worth;  and 
here,  too,  we  find  the  typical  American  womanhood. 

The  true  American  girl,  the  sweetest  and  best  type,  docs  not  come 
from  the  home  of  great  wealth;  she  comes  from  the  great  middle  class — 
the  class  that  has  given  the  best  American  wives  to  the  great  men  of 
the  period.  Superficial  life  is  not  to  her  liking;  she  knows  little  of  it,  and 
is  probably  better  for  it.  That  is  the  kind  of  girl  who  makes  a  man 
happy  when  she  becomes  his  wife. 

A  young  man  who  comes  from  a  good  family  and  who  has  a  good 
ancestry,  but  does  not  boast  of  it,  has  much  to  be  proud  of.  Heredity 
is  something  of  which  any  man  may  well  be  proud.  A  good  family 
name  is  an  incentive  to  a  young  man  to  carry  himself  well.  The  spirit 
which  permits  of  comparisons  of  heredity  is  a  vulgar  one, 

Many  young  men  are  uncertain  about  the  age  at  which  to  marry. 
A  young  man  should  not  ask  a  girl  to  marry  him  until  he  has  done 
something,  until  he  has  shown  that  he  has  done  something  in  the  world; 
that  he  really  is  somebody,  and  capable  of  taking  his  position  among 
men,  and  that  he  has  some  prospects.  A  great  many  men  marry  too 
early  in  life. 

A  man  who  decides  not  to  marry  until  after  he  is  twenty-five  is  wise. 
Before  twenty-five  a  young  man  is  rather  uncertain — that  is,  compara- 
tively speaking,  purposeless.  A  young  man  after  twenty-five  expands 
mentally;  his  views  become  broader  and  his  judgment  sounder.  Most 
men  who  have  given  any  attention  to  the  matter  have  observed  this  fact. 
Before  a  man  reaches  twenty-five  he  is  in  a  formative  period — the  period 
that  merges  into  that  of  expansion,  growth,  and  determination  to  do. 
After  twenty-five  a  man's  capabilities  present  themselves  more  forcibly 
to  the  mental  vision ;  he  plans  ahead,  and  his  purposes  take  shape  and 
are  prepared  and  put  into  execution.  With  his  years,  he  becomes  better 
acquainted  with  men.  with  human  nature,  and  with  conditions  of  life 
as  they  really  are.  His  opportunities  seem  to  be  better  for  personal 
advancement;  or,  rather,  let  us  say,  that  after  this  age  he  is  better 


THE    PRACTICE    BUILDER  159 

prepared  to  take  advantage  of  his  opportunities  as  they  present  them- 
selves, and  he  is  more  capable  of  realizing  what  an  opportunity  really  is. 

It  is  not  well  for  a  man  to  wait  until  after  he  is  thirty  to  marry, 
because  after  that  age  he  becomes  so  settled  in  his  ways  that  it  will  be 
difficult  for  him  to  break  away  from  the  habits  of  bachelorhood.  But 
no  man  should  marry  just  for  the  sake  of  marrying,  nor  because  he 
thinks  he  is  getting  along  in  years. 

Long  engagements  are  not  advisable.  It  would  be  better  if  the 
term  of  engagements  were  shorter  and  the  period  of  acquaintance  be- 
fore engagement  were  longer.  Probably,  if  the  young  people  arranged 
such  details  to  suit  themselves,  it  would  be  a  great  deal  better;  they 
are  the  persons  most  concerned.  Long  engagements  are  not  conducive 
to  that  mutual  helpfulness  that  is  essential  to  contentment. 

In  speaking  of  marriage,  an  acquaintance  remarked  that  it  was 
"  cheaper  to  live  married  than  single."  That  word  "  cheap  "  again; 
what  a  wretched  word  it  is,  to  be  sure.  "  It  don't  cost  much  to  keep  a 
wife,  and  it  is  a  great  deal  better  for  a  fellow."  We  don't  want  to  run 
down  a  proper  appreciation  of  economy,  but  that  form  of  economy 
which  makes  a  wife  a  necessary  element  to  its  practice  seems  to  us  to 
be  most  reprehensible.  Ah,  how  a  man  must  love  a  woman,  how  he 
must  think  for  her,  how  he  must  plan  for  her,  how  it  must  gratify  him 
to  know  that  she  is  well  dressed,  has  a  lovely  home  in  which  to  reign 
for  him,  and  to  know^  that  it  is  all  "  cheap." 

If  there  is  one  thing  that  will  make  a  woman  love  a  man,  it  is  liberal- 
ity; not  prodigality,  but  just  liberality,  within  reasonable  limits,  that 
is  bounded  by  an  appreciation  of  his  income.  Liberality  will  cover  a 
multitude  of  faults.  And,  after  all,  what  can  give  a  man  greater  happi- 
ness than  to  see  his  wife  enjoying  life,  to  see  her  happy  and  sw-eetly 
content.  Economy  is  all  right,  but  economy  that  robs  us  of  present 
enjoyment  is  all  wrong. 

Economy  that  keeps  people  in  a  continual  drizzle  saving  up  for  a 
rainy  day  is  something  not  altogether  to  our  taste. 

Xo  man  should  ask  a  girl  to  marry  him  unless  he  is  prepared  to 
keep  her  in  circumstances  becoming  to  her  former  position,  and  in 
conformity  w^th  his  ow'n  dignity  as  a  professional  man ;  no  man  is  war- 
ranted in  asking  a  girl  to  marry  him  when  he  has  not  a  large  practice,. 


l6o  THE   PRACTICE   BUILDER 

nor  when  he  is  in  the  beginning  of  his  professional  career.  Leaping 
headlong  into  marriage  without  thinking  of  the  financial  side  of  the 
question  is  just  as  foolish  as  waiting  too  late.  A  young  man  in  doubt 
cannot  do  better,  however,  than  to  take  the  girl  into  his  confidence  and 
ask  her  opinion  about  the  matter;  and  a  sensible  girl  probably  has  an 
opinion  that  is  worth  listening  to.  And,  if  she  thinks  a  good  deal  of 
the  fellow,  she  will  undoubtedly  have  a  way  of  her  own  of  solving  the 
question,  and  of  telling  about  it.  It  is  something  that  cannot  be  learned 
from  books,  and  never  will  be.  It  is  something  that  individuals  must 
decide  for  themselves.  It  is  probable  that  what  is  written  on  the  sub- 
ject will  have  very  little  bearing  on  the  practical  application  of  the 
questions  which  are  considered.  People  have  a  way  of  settling  all  such 
questions  regardless  of  precedents  and  of  advice.  Individual  interests 
are  not  subject  to  general  opinions,  nor  to  generalities  in  deduction. 
If  a  man  thinks  he  is  sure  he  loves  a  girl,  if  he  is  of  a  proper  age,  and 
if  he  is  financially  prepared  to  take  upon  himself  the  responsibilities  of 
married  life,  and,  most  of  all,  the  girl  is  willing,  what  more  is  necessary? 
Nothing  but  the  ceremony.    That's  enough,  isn't  it? 


Banking 

"  This  bank-note  world" 

Most  dentists,  after  they  have  concluded  their  term  at  college,  and 
prepare  to  enter  into  practice,  are  likely  to  regard  any  reference  to  bank- 
ing as  of  a  rather  superfluous  nature.  Having  spent  nearly  all  they 
possessed  to  gain  their  professional  training,  and  having  little  left  with 
which  to  open  up  an  office,  a  bank  account  may  appear  as  paradoxical. 

As  soon  as  possible  after  locating,  an  account  should  be  opened  at 
some  discount  bank.  There  are  good  reasons  for  this,  and  they  should 
not  be  ignored.  In  the  first  place,  an  open  account  at  a  bank  will  stimu- 
late one  to  economy,  and,  if  the  habit  is  carefully  matured,  the  young 
man  will  soon  find  himself  with  a  handsome  sum  to  his  credit,  which 
may  be  very  useful  during  a  bridal  trip  or  in  the  furnishing  of  an  estab- 
lishment for  the  bride. 

Besides  this,  having  a  bank  account  brings  the  dentist  into  close 
touch  with  the  strong  men  of  the  community,  and  he  may  at  some  time 
wish  to  use  the  bank  for  his  convenience. 

The  first  inquiry  that  strikes  the  intending  depositor  is,  "  Is  the 
bank  safe?  "  This  can  be  determined  by  its  public  reputation,  and  by 
that  of  its  managing  officers  and  directors.  If  they  are  active  business 
mien  who  take  a  personal  interest  in  the  bank,  it  is  safe  to  assume  that 
the  bank  is  safe,  and  that  funds  will  be  more  secure  there  than  when 
kept  in  one's  own  pocket  or  in  a  trunk. 

In  the  large  cities,  when  a  person  wishes  to  open  an  account  with 
a  bank,  he  is  required  to  furnish  references.  If  these  are  satisfactory, 
he  will  write  his  name  in  a  signature-book,  to  enable  the  teller  of  the 
bank  to  judge  correctly  the  signatures  of  any  checks  that  may  be  pre- 
sented. This  is  an  essential  precaution,  as  the  bank  is  responsible  for 
the  genuineness  of  the  signature  to  all  checks  which  are  paid. 

i6i 


l62  THE   PRACTICE   BUILDER 

When  an  account  is  opened  at  a  bank  with  a  partnership,  the  firm 
name  is  written  in  the  signature-book  by  each  member  of  the  firm  who 
is  allowed  to  sign  partnership  checks,  and  his  individual  name  is  written 
in  connection  therewith. 

When  money  is  deposited,  a  voucher  is  given,  which  may  be  a  bank- 
book, a  certificate,  simply  a  receipt,  or  occasionally  a  teller's  check. 

When  a  person  deposits  money  with  the  intention  of  drawing 
checks,  he  usually  takes  a  bank-book  as  a  voucher.  In  this  the  teller 
enters  all  sums  deposited,  on  the  left-hand  page,  with  the  date  thereof. 
The  entry  indicates  that  the  bank  is  debtor  to  the  depositor  for  the 
amount  so  entered.  Nothing  is  written  in  this  book  except  by  the 
teller. 

If  a  note  is  left  for  collection,  it  is  usually  entered  by  the  collection 
clerk  in  the  back  of  the  bank-book,  giving  date,  maker's  name,  matu- 
rity, place  of  payment,  and  amount.  When  it  is  collected,  the  amount, 
less  the  charges  for  collection,  is  placed  in  the  book  as  a  regular  de- 
posit. It  may  be  here  stated  that  most  business  men  do  not  consider 
it  necessary  to  keep  an  account  with  a  bank  in  their  general  account- 
books,  the  bank-book  and  the  record  of  deposits  and  checks  which 
are  usually  kept  on  the  back  of  the  stubs  in  the  check-book  being 
quite  sufficient  for  all  necessary  information  and  as  vouchers. 

When  the  depositor's  checks  are  paid  by  the  bank,  they  are  not  at 
that  time  entered  in  the  depositor's  bank-book,  but  are  filed  away  and 
all  entered  on  the  right-hand  page  at  the  end  of  one,  two,  or  three 
months.  At  intervals  the  depositor  leaves  his  book  with  the  bank, 
when  all  the  checks  which  have  been  paid  are  entered  and  the  book 
is  balanced  by  entering,  usually  in  red  ink,  the  diflference  between  the 
amount  of  the  deposits  and  the  checks  under  the  said  checks  on  the 
right-hand  side.  The  book  is  then  ruled  up  and  the  balance  in  bank 
is  brought  forward  on  the  left-hand  side  of  the  book,  similar  to  the 
first  entry.  When  the  bank-book  is  again  called  for  by  the  depositor, 
all  the  cancelled  checks  are  returned  with  the  book. 

A  deposit  ticket  is  a  printed  memorandum  with  blank  spaces  for 
inserting  name  of  depositor,  date,  and  amount  of  funds  deposited.  It 
has  generally  printed  upon  it  a  descriptive  list  of  tlie  kinds  of  funds 
deposited.     These  tickets  are  furnished  by  the  bank,  and  should  be 


THE   PRACTICE   BUILDER  163 

filled  up  by  the  depositor  according  to  the  printed  divisions  on  the 
ticket  and  the  amount  entered. 

A  check  is  a  written  order  upon  a  bank,  directing  that  a  certain 
amount  of  money  be  paid  to  a  person  mentioned  therein,  or  to  bearer. 
Checks  are  always  payable  at  sight,  and  therefore  never  need  accept- 
ance. All  payments  of  any  considerable  amount  should  be  made  with 
checks.  A  record  should  be  kept  on  the  stub  from  which  each  is  taken 
in  the  check-book.  This  history  should  be  full  and  explicit.  Checks 
should  be  dated,  but  banks  do  not  refuse  to  cash  a  check  because  of 
the  failure  to  date  it.  Notes  made  on  Sunday  are  void,  but  a  check 
so  dated  is  good.  If  it  is  necessary  at  any  time  to  write  a  check  for 
less  than  one  dollar,  the  amount  should  be  written  in  full;  as,  "  eighty- 
nine  cents."  Checks  written  in  pencil  on  any  paper,  and  not  necessarily 
according  to  any  particular  form,  are  good  according  to  law. 

When  checks  are  made  payable  to  the  payee,  or  order,  it  must  be 
indorsed  by  the  payee  before  payment.  Banks  generally  require  all 
checks  to  be  indorsed,  whether  they  are  payable  to  order  or  bearer. 
When  a  check  is  paid  by  a  bank  it  is  cancelled  with  a  stamp,  but  not 
destroyed.  The  cancelled  checks  are  returned  to  the  depositor  when 
his  book  is  balanced  up,  and  they  answer  as  vouchers  to  the  drawer, 
especially  when  they  are  made  payable  to  the  payee  or  order. 

The  presumption  is  that  when  a  check  is  drawn  upon  a  bank  there 
is  enough  money  in  the  bank  to  meet  it.  This  is  not  always  true;  some- 
times business  men  draw  checks  when  they  know  they  have  not  a 
balance  to  their  credit  large  enough  to  pay  them,  but  they  expect  to 
deposit  enough  before  their  checks  are  presented  for  payment.  Un- 
scrupulous persons  frequently  draw  checks  and  attempt  to  pass  them, 
knowing  that  they  have  no  money  in  bank,  and  never  intending  to 
deposit  funds  to  meet  them.  Business  men  are  not  safe,  therefore,  in 
taking  checks  from  strangers  unless  the  checks  are  "  certified."  To 
get  a  check  "  certified,"  it  should  be  presented  to  an  officer  of  the  bank. 
The  cashier  generally  certifies.  If  the  balance  to  the  credit  of  the 
drawer  of  the  check  is  large  enough  to  meet  it,  he  will  write  across 
the  face  of  the  check  the  word  "  certified,"  and  sign  his  name  below  it 
as  cashier.  More  commonly,  perhaps,  the  certification  of  the  check  is 
made  by  writing  across  its  face  as  follows :  "  Good  when  properly  in- 


l64  THE   PRACTICE   BL'ILDER 

dorsed,"  and  signed  by  the  cashier.  This  makes  the  bank  responsible 
for  the  payment  of  the  check,  even  if  the  drawer  continues  to  get  his 
money  out  by  drawing  other  checks  before  the  certified  check  is  pre- 
sented for  payment. 

If  a  bank  certifies  a  fraudulent  check  it  is  liable  for  it.  The  certifi- 
cation of  a  check  is  of  much  the  same  nature  as  an  acceptance  of  a  draft ; 
the  holder  looks  to  the  bank  for  security,  instead  of  to  the  drawer, 
and  generally  the  bank  charges  up  the  check  to  the  drawer  when  it  is 
certified. 

It  has  already  been  stated  that  banks  require  their  depositors  to 
write  their  names  in  the  signature-book,  so  that  they  may  have  a  cri- 
terion by  which  to  judge  of  the  correctness  of  the  signature.  The 
responsibility  is  entirely  with  the  bank,  and  the  teller  must  be  able  to 
identify  each  signature.  If  the  signature  to  a  check  is  forged,  no  one 
has  any  claim  upon  the  person  whose  name  was  forged,  and  if  a  bank 
pays  such  a  check  the  loss  will  be  its  own.  A  forged  signature  cannot 
be  ratified  by  the  person  whose  name  was  forged,  because  the  act  is 
criminal,  and  the  ratification  of  it  would  be  opposed  to  public  policy. 

Checks  are  sometimes  written  so  carelessly  that  they  afford  every 
opportunity  for  inserting  a  word  and  a  figure  by  which  to  make  it  ex- 
press a  larger  sum  of  money.  This  is  sometimes  done,  and  the  check 
is  then  said  to  be  raised.  If  a  check  has  been  raised  above  the  amount 
for  which  it  is  drawn,  and  it  is  paid  by  a  bank,  the  drawer  of  the  check 
will  be  liable  for  the  whole  amount  paid  if  he  contributed  to  the  altera- 
tion by  carelessly  leaving  space  for  inserting  a  w'ord  and  figures  to 
increase  the  amount.  But,  if  properly  written,  only  the  original  amount 
of  the  check  can  be  charged  to  the  drawer. 

Generally  no  time  of  payment  is  specified  in  a  check,  and  it  is  held 
to  be  payable  immediately  upon  presentation.  When  received  in  the 
same  place  where  it  is  payable,  it  should  be  presented  for  payment 
as  soon  as  the  following  day.  ♦If  held  longer,  it  will  be  at  the  risk  of  the 
holder.  If  a  check  is  not  presented  for  payment  within  a  reasonable 
time,  and  the  bank  fails,  the  holder  must  bear  the  loss  if  there  is  no 
money  in  the  bank  to  meet  it.  Checks  should  be  dated  the  day  upon 
which  they  are  drawn,  and,  if  made  payable  some  time  in  the  future,  the 
time  should  be  stated  in  the  bodv  of  the  check.     If  a  check  is  dated 


THE   PRACTICE   BUILDER  165 

ahead,  it  is  worthless  until  the  arrival  of  the  date,  but  it  may  be  good 
when  that  time  arrives.  Deposits  are  sometimes  made  for  which  a 
teller's  check  is  received.  The  theory  of  such  a  transaction  is  that  the 
money  deposited  is  placed  to  the  credit  of  the  teller,  instead  of  the 
depositor,  and  then  the  teller  draws  his  check  for  the  same  amount 
payable  to  the  depositor  of  the  order.  This  check  is  negotiable  and 
is  equivalent  to  a  certified  check,  so  far  as  establishing  its  value  is  con- 
cerned. 

Negotiable  paper  is  divided  into  two  classes — business  and  accom- 
modation. Business  paper  is  that  which  is  given  for  value — that  is, 
where  there  is  a  real  indebtedness  to  the  extent  of  the  sum  expressed  in 
the  paper,  and  the  payer  holds  the  paper  as  evidence  of  such  indebted- 
ness against  ihe  drawer  or  acceptor  of  the  bill  or  the  maker  of  the  note; 
such  paper  is  founded  on  a  real  business  transaction,  and  it  is  as  good 
in  the  hands  of  the  original  payee  as  in  the  hands  of  any  subsequent 
holder. 

Accommodation  paper  is  best  explained  by  illustration.  A  makes 
and  delivers  his  own  note  to  B  merely  to  enable  B  to  use  it  for  his 
own  benefit,  and  with  the  understanding  that  B  will  provide  for  and  pay 
it  at  maturity,  A  simply  lending  his  name  and  credit  for  the  accommo- 
dation of  B.  A  will  not  be  bound  to  pay  such  a  note  if  it  remains  in 
the  hands  of  B,  because  there  is  no  consideration.  But,  if  it  passes 
into  other  hands  before  maturity,  he  will  be  bound  to  the  holder  of 
the  same  as  if  there  had  been  a  good  consideration.  If  it  were  not  so 
the  note  would  not  serve  the  purpose  for  which  it  was  given,  namely, 
the  loan  of  A's  credit  for  the  benefit  of  B.  Should  B,  before  the  maturity 
of  the  note,  place  money  in  the  hands  of  A  wherewith  to  pay  it,  he  could 
not  afterward  withdraw  the  money  without  the  consent  of  A,  and,  if 
he  should  make  an  assignment,  A  could  hold  the  money  for  payment 
of  the  note. 

The  words  "  value  received  "  are  commonly  used  in  negotiable 
paper,  but  they  are  not  indispensable.  The  presumption  of  the  law  is 
that  all  negotiable  paper  is  given  for  value,  whether  it  is  expressed 
or  not.  The  burden  of  proving  a  want  or  failure  of  consideration  or  an 
illegality  of  consideration  for  negotiable  paper  always  rests  upon  the 
party  who  sets  up  that  defence.    When  these  words  are  used  in  a  note 


l66  THE   PRACTICE   BUILDER 

or  bill,  they  mean  that  the  value  was  received  from  the  payee  by  the 
maker  or  drawer,  but  it  is  always  subject  to  proof. 

The  commercial  privileges  of  negotiable  paper  have  received  the 
most  liberal  construction  from  the  courts,  but  upon  the  condition  that 
it  shall  contain  one  or  the  other  of  the  words  "  order  "  or  "  bearer." 

It  is  optional  with  the  parties  whether  they  use  "  order  "  or  "  bearer." 
If  the  paper  is  made  payable  to  the  payee,  or  "  order,"  it  cannot  be 
transferred  lo  another  except  by  the  indorsement  of  the  payee.  That 
is,  the  payee  must  write  his  name  across  the  back  in  order  to  convey 
the  title  to  another. 

If  it  is  made  payable  to  the  payee  or  "  bearer,"  the  title  can  be  trans- 
ferred by  delivery  without  indorsement ;  when  paper  which  is  payable  to 
bearer  is  stolen  or  lost,  any  person  who  takes  it  from  the  thief  or  finder 
in  the  course  of  business,  for  value,  without  any  knowledge  or  sus- 
picion of  its  having  been  stolen  or  lost,  will  have  a  good  title  to  it,  and 
can  enforce  the  payment  without  being  under  any  obligations  to  the 
original  owner.  Obviously,  therefore,  for  the  holder's  protection, 
it  is  the  safe  way  to  have  all  negotiable  paper  made  payable  to  his 
order. 

When  an  account  at  a  bank  is  overdrawn,  notice  is  given  to  the 
person  overdrawing,  for  the  purpose  of  quickly  detecting  forgeries  and 
mistakes. 

Some  persons  not  familiar  with  banking  become  angry  when  noti- 
fied of  an  overdraft,  and  consider  it  a  reflection  upon  their  credit,  and 
that  the  bank  is  unwilling  to  trust  them  for  a  few  dollars.  This  is  not 
the  case.     Banks  are  not  permitted  to  allow  overdrafts. 

A  draft  is  a  written  order  or  request  from  one  person  to  another 
for  the  payment  of  money  at  a  specified  time.  Drafts  afTord  the  safest 
and  most  convenient  way  of  remitting  money.  It  is  always  safest  to 
have  a  draft  made  to  one's  own  order  and  then  indorse  it  over  to  the 
person  to  whom  it  is  desired  to  remit. 

A  note  is  a  promise  to  pay  a  certain  sum  of  money  to  a  certain  person 
at  a  given  time.  Notes  generally  bear  interest,  but  it  should  be  so 
expressed.  Make  your  note  payable  at  the  bank  where  you  keep  your 
deposit.  Keep  a  careful  record  of  the  date  of  maturity  of  all  your  notes. 
It  is  best  to  pay  your  note  the  very  day  it  is  due,  and  early  in  the  day. 


THE   PRACTICE   BUILDER  167 

If  another  banker  holds  your  note,  get  your  banker  to  certify  your 
check.    This  is  the  rule  which  banks  have  to  apply  to  all  alike. 

By  indorsing  a  check,  draft,  or  note,  you  make  yourself  liable  for 
payment  in  case  the  payer  fails  to  meet  it  at  the  proper  time,  as  the 
indorsement  implies  that  you  have  received  the  value  of  the  same.  In- 
dorse checks  or  notes  by  writing  your  name  on  the  back,  about  three 
inches  from  the  top.  If,  however,  there  is  an  indorsement  by  another 
person,  it  is  proper  for  you  to  write  your  name  directly  under  this  sig- 
nature, even  if  it  is  written  across  the  wrong  end.  Should  your  name 
in  the  check  be  spelled  wrong,  or  the  initial  changed,  and  the  check  is 
clearly  intended  for  you,  write  your  name  as  the  check  has  it,  and  under 
it  your  usual  signature. 

Indorse  every  check  you  deposit,  even  if  payable  to  bearer. 

The  indorsee  is  the  person  in  whose  favor  the  indorsement  is  made, 
and  the  indorser  is  the  one  who  writes  his  own  name  on  the  back  of  the 
check,  draft,  or  note.  When  the  name  of  the  indorsee  is  not  mentioned, 
the  indorsement  is  considered  to  be  in  blank,  yet  binds  the  indorser. 
The  last  indorser  may  maintain  action  against  any  former  indorser, 
and  so  may  any  indorser  against  all  who  precede  him. 

You  may  qualify  or  limit  your  indorsement  by  making  a  specific 
contract  on  the  back  of  the  note  in  writing.  Banks  frequently  permit 
indorsers  to  waive  demand,  notice,  and  protest  when  notes  are  given, 
and  the  indorsers  will  then  be  liable  without  further  notice.  If  you 
leave  at  your  bank  for  collection  a  note  on  which  you  are  the  only  in- 
dorser, or  a  draft  drawn  by  yourself,  there  is  no  one  to  hold  but  yourself 
and  you  should  instruct  the  bank  to  protest. 

Protest  is  the  notarial  act  performed  when  a  draft,  check,  or  promis- 
sory note  presented  for  payment  is  not  paid.  When  the  payer  fails  to 
meet  his  obligation,  the  indorser  or  indorsers  must  be  notified  at  once 
of  his  failure,  for  his  or  their  protection.  If  such  notice  is  not  given,  the 
indorser  will  be  released  and  the  bank  itself  becomes  liable.  In  order 
to  prove  that  notice  has  been  served,  the  bank  employs  a  notary  public 
to  serve  it,  and  he  issues  his  certificate  to  that  efifect  and  attaches  it  to 
the  paper.  It  is  customary  for  the  party  at  fault  to  pay  the  protest 
fees,  varying  in  different  places  from  one  to  four  dollars  in  amount. 

Discount  is  the  allowance  or  rebate  for  prompt  payment  on  a  bill 


l68  THE   PRACTICE   BUILDER 

which  is  not  yet  due,  or  the  sum  paid  by  way  of  interest  for  the  advance 
of  money  on  a  note  or  draft.  Discount  day  is  the  day  on  which  the 
directors  or  committee  attend  at  the  bank  to  lend  money  on  notes  or 
drafts. 

If  you  wish  to  take  a  journey  abroad  you  must  provide  means  to 
pay  your  expenses.  To  do  this,  ask  the  cashier  either  to  get  you  a  letter 
of  credit  or  a  bill  of  exchange  drawn  on  some  reliable  banking  house, 
which  you  can  safely  trust,  in  the  section  through  which  you  propose 
to  travel. 

The  clearing-house  is  a  place  to  which  bankers  are  in  the  habit  of 
sending  checks  upon  other  banks  or  bankers  received  in  the  regular 
course  of  business.  The  representatives  of  the  dififerent  institutions 
exchange  drafts  or  checks,  and  the  balance  on  one  side  or  the  other  is 
paid  in  cash. 

Banks  collect  notes  and  drafts  for  their  customers.  If  you  wish 
to  draw  a  draft  on  a  person  in  another  city,  you  can  do  so  through  your 
bank,  but  it  is  not  customary  to  ask  your  bank  to  collect  drafts  upon 
parties  in  your  own  city.  Leave  all  your  notes  and  drafts  at  the  bank 
ten  days  before  they  are  due,  in  order  to  give  ample  time  to  notify  the 
payer.     They  will  collect  coupons  also. 

Banks  are  not  required  by  law  to  serve  notices  of  the  maturity  of 
notes,  but  it  is  their  invariable  custom  to  do  so.  If  you  fail  to  get  notice, 
do  not  become  angry;  probably  the  notice  miscarried  in  the  mail. 

If  you  have  a  bill,  account,  or  other  claim  to  pay  in  your  vicinity, 
it  is  easier  and  better  to  pay  with  a  check  on  your  bank,  provided  you 
have  sufificient  money  on  deposit.  If  you  have  no  bank  account,  then 
deposit  the  required  amount  and  take  a  certificate  in  your  own  name 
and  indorse  the  certificate  over  to  the  order  of  the  party  you  wish  to 
pay.  The  check  itself  is  evidence  that  the  debt  has  actually  been  paid. 
Persons  cannot  successfully  impose  upon  you  by  returning  and  claim- 
ing you  did  not  pay  enough  or  that  you  gave  them  bad  money. 

Attend  to  all  business  during  banking  hours;  do  not  ask  to  have 
exception  made  in  your  favor,  either  before  the  bank  is  opened  in  the 
morning,  or  after  the  doors  are  closed  in  the  afternoon. 


The  Grades  of  Material 

"  Things  that  have  a  cotnfiion  quality  ever  seek  their  kind" 

In  dentistry  we  have  grades  of  men,  of  material,  and  of  work.  An 
inferior  man,  using  inferior  material,  will  do  inferior  work.  No  one 
can  expect  figs  from  thistles.  No  one  can  make  a  silk  purse  out  of  a 
sow's  ear.  Cheap  material  for  use  in  dental  work  is  the  poorest  kind 
of  economy;  in  fact,  it  is  not  economy,  it  is  folly. 

Early  in  his  practice  the  dentist  must  decide  this  important  question 
of  material,  and  his  decision  will  affect  his  entire  practice.  The  begin- 
ning of  his  career  is  the  foundation  upon  which  his  hopes  of  future 
success  are  based,  and  the  broader  and  more  liberal  this  foundation, 
the  more  substantial  will  be  that  success. 

There  are,  for  the  use  of  dentists,  varieties  of  grades  of  material,  but 
it  is  not  necessary  to  attempt  to  describe  them  all;  there  are,  in  short, 
the  good  grade,  and  all  others.  The  manufacturers  of  dental  goods 
have  much  to  be  proud  of,  and  the  dental  profession  owes  them  a  debt 
of  gratitude. 

In  few  other  lines  are  there  such  exhibitions  of  the  refinement  to 
which  manufacturers  have  attained.  Take,  for  instance,  the  develop- 
ment of  the  manufacture  of  artificial  teeth ;  from  the  crudest  beginning, 
with  almost  primitive  implements  and  apparatus,  this  line  of  products 
has  gradually  grown  to  one  of  vast  extent,  and  the  artistic  achievements 
are  none  the  less  worthy  of  praise.  The  nearness  of  approach  in  ap- 
pearance to  that  of  the  natural  organs  which  they  are  intended  to  re- 
place is  something  that  no  one  can  fail  to  appreciate.  These  advances 
would  hardly  be  possible  in  any  other  country,  and,  if  possible,  could 
not  be  inaugurated  as  rapidly  as  they  are  in  the  United  States.  This 
•is  due  to  the  eagerness  with  which  American  dentists  are  ever  ready  to 

169 


Ijo  THE   PRACTICE   BUILDER 

cast  aside  old  ideas,  methods,  and  appliances  for  new  ones;  no  matter 
what  the  cost,  the  dental  profession  has  shown  itself  at  all  times  appreci- 
ative of  the  labors  of  the  manufacturers.  The  manufacturers  could  not 
have  hoped  for  the  rapid  introduction  of  their  output  without  this 
prompt  and  substantial  support,  and  it  is  doubtful  if  dentistry  itself 
could  occupy  its  present  exalted  status  without  the  cooperation  of  the 
manufacturers  in  the  production  of  the  higher  order  of  artistic  and  me- 
chanical appliances;  the  hand-made  operating  instruments  of  the  early 
days  have  been  superseded  by  the  delicate  and  accurately  made  ex- 
cavators, nerve  instruments,  pluggers,  etc.,  all  perfect  in  refinement  of 
form  and  finish. 

One  cannot  look  at  and  handle  these  instruments,  and  wish  to  oper- 
ate with  the  crude  and  clumsy  tools  of  only  a  few  years  past ;  for  they 
aid  materially  in  the  performance  of  the  finest  work  and  in  achieving 
results  that  would  be  wellnigh  impossible  without  them. 

Improvements  in  the  manufacture  of  gold-foil  have  resulted  in  the 
use  of  foils  so  pure  that  no  known  tests  will  find  impurities  in  them;  so 
pure  that  they  can  be  warranted  i,ooo  fine  with  absolute  safety.  To  use 
an  inferior  grade  of  gold-foil  because  it  happens  to  be  cheaper,  is  to  buy 
something  that  you  have  no  right  to  have  confidence  in.  Gold  is  gold, 
no  matter  where  you  get  it,  and  gold  that  is  all  gold  is  the  gold  that 
dentists  want.  It  is  the  only  gold  that  a  sensible  man  will  use.  The  gold 
itself  is  expensive,  and  the  delicate  processes  through  which  it  is  neces- 
sary for  it  to  go  before  reaching  the  dentist,  ready  for  filling,  make  it 
more  costly  than  anything  else  used  in  our  art.  But  the  extra  expense 
for  pure  material  will  show  in  the  finished  work;  there  will  be  less  loss 
through  waste  or  poor  working  quality;  condensation  is  more  easily 
accomplished;  there  is  greater  plasticity,  and  the  best  gold  always  be- 
haves better  under  the  mallet,  no  matter  what  form  of  mallet  is  used. 
Finally,  the  operator  will  receive  more  for  his  services. 

From  a  crude  beginning,  the  compounding  of  alloys  has  become 
a  pursuit  founded  upon  profound  scientific  and  metallurgical  knowledge, 
culminating  in  the  introduction  and  use  of  alloys  and  cements  that  are 
manufactured  with  consummate  skill  and  compounded  according  to 
formulae  that  are  the  result  of  long  experience.  But  few  branches  of 
manufacture  have  been  encroached  upon  by  charlatans  as  has  this  one 


THE   PRACTICE   BUILDER  17 1 

of  alloys  and  cements;  it  therefore  behooves  the  man  who  values  his 
reputation  to  use  only  the  very  best;  have  only  that  which  has  estab- 
lished for  itself  a  reputation  for  containing  just  what  it  purports  to 
contain,  and  in  the  proportions  stated. 

Reputations  can  be  ruined  with  startling  suddenness,  by  use  of  poor 
materials  in  plastics,  and  a  ruined  reputation  in  dentistry  sticks  by  a 
man  with  terrible  tenacity.  New  alloys,  unless  they  are  manufactured 
by  well-known  and  long-established  concerns,  should  be  avoided. 
Their  introduction  is  usually  heralded  by  most  absurd  claims;  many, 
it  is  claimed,  contain  unusual  metals  that  are  not  in  the  established 
alloys,  and  these  are  supposed  to  add  greatly  to  the  virtue  of  the  prep- 
arations. One  will  be  introduced  which,  for  instance,  it  is  claimed, 
contains  aluminum,  and  the  person  selling  it — usually  of  the  travelling 
variety,  handling  no  goods  but  alloys — will  claim  for  it  all  the  advan- 
tages that  it  is  possible  to  claim;  one  ounce  for  $4.00,  and  three  or  four 
ounces  for  $12.00,  and  he  is  willing  to  leave  three  or  four  ounces  on 
trial.  Experience  has  shown  that  such  preparations  contain  no  advan- 
tages over  the  established  formulae,  which  contain  gold,  platinum,  silver, 
tin,  and  copper. 

The  cements,  likewise,  are  sometimes  made  use  of  by  designing 
agents,  who  are  in  search  of  the  unwary,  and  hope  to  sell  to  dentists  who 
are  looking  for  something  cheap.  The  very  small  cost  of  compounding, 
and  the  large  per  cent,  of  profit,  is,  of  course,  an  incentive  to  their  man- 
ufacture and  sale. 

Even  so  common  an  article  as  plaster  has  its  grades,  and  the  grades 
as  surely  afifect  the  work  as  any  other  item  of  use.  The  rule  that  the 
best  is  the  cheapest  applies  here  with  no  less  force  than  elsewhere;  the 
difiference  in  the  cost  is  so  slight  that  no  one  can  be  pardoned  for  using 
that  which  is  not  of  the  highest  grade. 

Excavating  burs  have  for  the  past  few  years  been  given  much 
attention  by  manufacturers.  There  are  few  instruments  used  in  operat- 
ing that  require  such  perfection  of  machinery  in  their  manufacture. 
Thousands  of  grosses  are  used  every  year;  they  are  used  more  than  any 
other  appliance  in  the  dental  equipment;  there  is  no  operation  to  be 
performed  upon  the  teeth,  with  very  few  exceptions,  that  do  not  demand 


172 


THE   PRACTICE   BUILDER 


the  use  of  the  cavity  bur.  Every  grade  is  suppHed,  from  the  utterly 
worthless  to  the  superlatively  excellent. 

The  higher  forms  in  the  development  in  this  branch  of  the  industry 
of  dental  tools  are  marvels  of  mechanical  accuracy  and  carefulness  in 
treatment.  Their  use  is  marked  by  a  certainty  of  operation  and  a  dif- 
ference in  their  favor  for  durability  that  will  well  repay  the  extra  cost. 

There  is  a  best  in  everything.  An  article  that  has  been  made  with  a 
view  to  producing  the  best  of  its  kind,  and  which  is  thereafter  main- 
tained upon  that  standard,  is  worthy  of  confidence;  the  satisfaction  of 
knowing  that  one  has  the  best  is  worth  a  great  deal;  the  material  is 
worth  more — more  to  the  operator  and  more  to  the  patient.  It  will 
show  in  the  work.  The  patient  will  be  willing  to  pay  extra  for  work 
that  is  extra  work.    If  he  is  not  willing,  do  not  do  the  work. 


The  Grades  of  Work 

"  By  the  work  one  knows  the  workman  " 

There  are  grades  of  work,  and  grades  of  people.  In  the  very  be- 
ginning of  his  professional  career  the  dentist  must  take  up  just  that 
class  of  work  on  which  he  intends  his  practice  to  depend  for  its  finan- 
cial and  professional  support. 

The  grades  of  people  may  vary,  but  the  work  must  be  consistently 
kept  to  its  standard.  The  grades  of  work  of  course  depend  largely 
on  the  men  who  do  the  work.  An  inferior  operator  cannot  fulfil  the 
requirements  of  a  high  standard  of  excellence.  Without  a  standard  of 
some  kind  upon  which  to  base  his  work,  he  can  have  no  basis  for  fees, 
nothing  by  which  he  can  regulate  his  remuneration. 

The  grade  of  work  is  regulated  very  largely  by  the  grade  of  instruc- 
tion that  has  been  received  by  the  practitioners;  it  is  an  old  saying,  and 
a  true  saying,  that  "  Nothing  comes  out  of  the  bag  but  what  goes  into 
it."  A  man  who  has  not  been  educated  to  do  good  work  cannot  expect, 
to  do  it;  if  he  has  not  received  his  instructions  from  the  masters,  he 
cannot  expect  to  become  masterful.  Wherever  a  young  man  sets  his 
standard  with  the  determination  to  live  up  to  its  requirements,  just  so 
will  he  live ;  that  will  be  his  professional  goal.  The  example  of  his  former 
preceptors  should  prove  an  incentive  to  earnest  work  and  a  desire  to 
excel.  These  men  have  in  nearly  all  instances  attained  the  most  grat- 
ifying success  by  the  exhibition  of  true  professional  spirit  and  unfalter- 
ing constancy  in  their  ambition  to  excel.  That  they  have  been  repaid 
there  is  no  doubt;  the  firmness  of  their  position  in  the  esteem  of  their 
colleagues  throughout  the  country,  and  the  substantial  remuneration  in 
the  form  of  gratifying  permanent  and  continued  practice  and  increas- 
ing financial  accumulations  abundantly  testify  to  this. 

173 


1/4 


THE   PRACTICE   BUILDER 


That  work  which  twenty  or  thirty  years  ago  might  have  been  con- 
sidered skilful,  to-day  would  be  called  commonplace,  even  inferior. 
Dentists  who  would  in  those  days  have  been  considered  expert,  would 
now  be  unable  to  hold  a  practice ;  to-day  dentists  are  expected  to  know 
more,  to  do  more,  and  to  appear  better;  to  keep  bettor  ofifices,  and  to 
show  themselves  more  in  touch  with  progress  and  with  improved  insti- 
tutions. Those  who  disregard  these  requirements  are  quickly  dis- 
carded. 

Mere  assumption  of  ability,  without  the  ability  to  produce  some- 
thing that  will  stand  as  examples  of  quality,  will  not  suflfice.  The  ability 
of  the  dentist  in  these  days  must  not  be  confined  to  ordinary  work.  If 
all  work  were  the  same  there  would  be  no  best  dentist;  happily  there 
is  a  way  by  which  men  of  ability  may  rise  above  the  level  of  the  ranks, 
and  that  is  by  doing  something  out  of  the  ordinary  or  by  doing  the 
ordinary  work  in  such  an  extraordinarily  good  way  that  its  superiority 
is  apparent.  What  any  dentist  can  do  is  expected  of  every  dentist,  but 
the  unusual  work  is  not  expected  of  any  dentist;  this  is  expected  only 
of  the  men  who  have  taken  unusual  pains  to  properly  prepare  them- 
selves. 

In  former  days  there  were  but  few  dentists;  these  men  held  a  pall 
of  mystery  over  their  work  and  succeeded  in  securing  big  fees;  to-day 
the  profession  of  dentistry  is  divorced  from  its  occult  and  mystical 
past,  and  high  fees  do  not  longer  shield  the  incompetent  and  the  un- 
skilful; the  test  of  superiority  is  the  work  done,  the  knowledge  exhib- 
ited in  the  treatment  of  the  many  and  unusual  cases  that  constantly 
present  themselves. 

First-class  operators  are  now  to  be  found  in  nearly  all  cities  and 
towns,  and,  because  our  profession  has  attained  a  high  rank  through 
the  superior  training  afiforded  by  its  colleges,  the  laggards  and  the  ig- 
norant are  fast  being  weeded  out;  it  is  no  longer  possible  for  the  incom- 
petent to  hold  a  practice  composed  of  persons  of  intelligence. 

Small  fees  will  not  suffice  to  coax  the  patronage  of  the  intelligent, 
and  that  of  the  rabble  is  no  longer  desirable.  There  are  men  who  have 
not  improved  in  dress,  in  manners,  nor  in  the  grade  of  their  work  for 
twenty  years  or  more.  You  can  tell  to  what  class  of  dentists  they  l^elong 
just  by  looking  at  them;  they  are  walking  advertisements  of  their  grade 


THE  PRACTICE  BUILDER  175 

as  dentists.  They  classify  themselves  by  their  own  appearance.  The 
dentist  who  can  do  ordinary  work  has  no  right  to  complain  if  he  is 
classified  only  as  an  ordinary  dentist.  The  world  is  full  of  ordinary 
men;  they  are  to  be  fomid  everywhere,  in  every  business,  as  well  as 
every  profession.  People  are  judged  by  what  they  do,  and  this  is  right; 
the  man  who  can  do  great  things,  generally  finds  great  things  to  do. 

Take,  for  instance,  two  dentists  of  equal  skill  and  experience.  Let 
one  do  ordinary  work  generally  and  high-grade  work  occasionally; 
let  the  other  have  nothing  to  do  but  think  about,  study  about,  and  do 
high-grade  work  exclusively.  Which  dentist  is  likely  to  be  the  more 
satisfactory  for  high-grade  people?  The  dentist  must  decide  what 
class  of  work  he  is  best  fitted  for,  what  class  of  people  he  is  best  fitted 
to  attract,  the  class  for  which  he  has  greatest  affinity,  and  to  this  class  of 
work  he  must  devote  his  time  and  study.  He  cannot  mix  oil  with 
water,  and  he  cannot  hope  for  success  if  he  attempts  to  do  all  classes 
of  work.  This  is  fatal  to  the  development  of  a  high  order  of  skill  and  to 
the  higher  finish  of  really  good  work.  It  breeds  neglect  and  results  in 
shirking  the  exacting  duties  demanded  by  delicacy  of  manipulation. 

There  can  be  no  greater  fallacy  than  that  which  causes  a  man  to 
set  up  no  particular  standard,  but  to  conduct  his  practice  upon  a  hit-or- 
miiss  line  of  conduct. 

Once  upon  a  time  (this  is  a  true  story,  although  it  begins  like  a 
fairy  tale)  there  were  two  young  men,  and  these  two  young  men  were 
dentists;  they  had,  in  fact,  just  completed  their  course  of  training  at 
one  of  the  best  dental  colleges  in  the  world;  they  were  of  apparently 
equal  intelligence  and  ability.  One  went  to  a  professor  for  advice  as 
to  the  best  way  to  build  up  a  lucrative  practice ;  the  professor  told  him 
to  start  in  practice  wherever  he  chose,  but  to  get  all  the  work  he  could 
possibly  get  to  do  and  to  do  his  work  cheap  for  a  few  years;  for,  said  he, 
"  You  will  get  what  most  young  men  need — practice;  you  will  get  lots 
of  work  to  do  right  from  the  very  start,  without  having  to  wait  to 
build  up  a  practice ;  it  will  come  to  you ;  then,  in  a  few  years,  after  you 
have  lots  of  experience  and  can  do  your  work  rapidly  and  skilfully,  you 
can  raise  your  prices  gradually  until  you  can  get  just  as  good  fees  as 
anyone  else." 

The  young  man  went  out  into  practice,  selected  a  good  city,  secured 


176  THE  PRACTICE   BUILDER 

a  good  location,  and  entered  upon  work ;  he  started  right  in  to  apply 
his  professor's  advice.  He  did  his  work  reasonably  and  soon  had  all 
he  could  attend  to,  and  it  was  not  long  until  he  had  the  reputation  of 
doing  work  for  less  than  any  other  dentist  in  the  town;  when  this  be- 
came more  thoroughly  circulated,  he  had  to  labor  over  hours  every 
night  to  keep  up  with  his  work. 

He  gained  experience  rapidly,  but  somehow  or  other  he  was  not 
satisfied.  Why?  In  the  first  place,  as  soon  as  it  became  known  that 
he  was  "  very  reasonable  "  in  his  charges,  his  offtce  became  literally 
flooded  with  that  cheap  class  of  people  who  always  argue  that  anything 
that  is  cheap  is  "  just  as  good  "  as  something  else  that  costs  more. 

This  dentist,  at  the  prices  he  was  receiving  for  his  work,  could  not 
afford  to  give  the  time  to  perform  it  with  care,  so  that  it  was  of  an 
inferior  grade;  he  could  not  afford,  at  the  prices,  to  use  the  best  mate- 
rial, so  that,  with  the  use  of  inferior  materials  and  inability  to  give  suffi- 
cient time  to  the  work,  that  which  he  produced  was  not  only  unsatis- 
factory to  himself,  but  was  an  annoyance  to  his  patrons.  Soon  he  was 
anxious  to  raise  his  fees,  according  to  his  professor's  advice,  but  he 
found  that,  with  the  class  of  patronage  he  had,  they  objected  to  even 
paying  the  low  prices  he  was  then  asking,  and  his  attempts  to  raise  his 
fees  were  met  by  opposition.  He  had  no  valid  arguments  to  offer  in 
support  of  his  propositions,  because  he  had  been  conducting  his  prac- 
tice along  the  lines  that  showed  that  he  could  do  the  work  at  such  and 
such  fees.  To  cap  all,  he  had  never  been  able  to  attract  to  himself 
any  of  the  desirable  class  of  patronage;  his  low  fees  were  no  mduce- 
ment  to  them,  and,  as  he  had  done  only  ordinary  work,  he  was  between 
the  devil  and  the  deep  sea.  There  was  only  one  thing  to  do — begin  over 
again,  which  he  did,  but  he  had  lost  his  best  years  and  never  has  suc- 
ceeded in  becoming  more  than  an  ordinary  dentist;  one  of  the  several 
thousands  in  the  same  class. 

How  did  the  other  one  fare?  He  went  to  some  of  the  leading  den- 
tists of  the  world,  and,  after  a  term  of  intimate  association  under  their 
personal  instruction,  he  entered  practice,  set  for  himself  a  high  stand- 
ard, lived  up  to  it  to  the  best  of  his  ability,  and  satisfied  his  patrons  and 
himself. 

In  plate  work,  for  instance,  too  much  care  cannot  be  given;  it  is 


THE   PRACTICE   BUILDER 


177 


impossible  to  bestow  on  this  an  amount  of  care  that  will  not  count 
on  the  finished  piece  of  work.  A  reasonable  financial  appreciation  on 
the  part  of  the  patron  will  allow  a  return  in  work  that  will  well  repay  for 
the  outlay.  Plate  work  has  been  in  the  past  a  disgrace  to  the  profession, 
caused,  as  all  will  admit,  by  the  introduction  of  rubber  as  a  base,  which 
permitted  anyone  to  make  a  plate. 

The  wonderful  old  mechanical  dentist,  with  his  "  Injun  rubber  and 
gum-blocks,"  was  in  high  favor  for  a  time,  but  the  improved  methods 
in  bridge  work  and  in  combination  work  have  relegated  him  to  the  rear. 

Continuous  gum  work  has  grown  rapidly  in  favor,  and  may  be  prac- 
tised in  the  larger  cities  with  much  satisfaction.  In  the  smaller  cities 
we  advise  that  no  efifort  be  made  to  introduce  it,  except  in  very  favor- 
able cases,  wherein  the  most  important  consideration  to  be  made  is  that 
of  the  power  of  appreciation  on  the  part  of  the  patient.  The  cost  being 
greater  than  that  of  any  other  form  of  substitution,  the  patient  expects 
a  great  deal  more  than  can  be  given.  The  advantages  over  other  mate- 
rials are  that  it  is  the  most  natural  in  appearance,  approaching  more 
closely  to  the  natural  teeth,  by  reproduction  of  the  gum  in  one  continu- 
ous, unbroken  surface;  cleanliness,  by  reason  of  this  same  smooth  sur- 
face, and,  too,  because  the  platinum  base  is  smooth  and  easily  kept 
clean;  it  does  not  absorb  the  fluids  of  the  mouth,  and  it  never  becomes 
offensive,  having  no  porosity,  as  rubber  does  because  of  absorption  of 
fluids.  Its  disadvantages  are  that  no  better  fit  can  be  made  than  by 
use  of  any  other  material,  and  the  patient  is  likely  to  complain  of  the 
sense  of  weight,  although  this  is  not  noticed  after  a  time.  One  thing 
is  certain,  that  a  dentist  should  get  his  pay  as  soon  after  inserting  a  set 
of  continuous  gum  work  as  he  possibly  can. 

In  other  work,  such  as  gold  fillings,  too  high  a  grade  cannot  be  in- 
stituted; to  perform  gold  work  of  a  high  standard  should  be  a  matter 
of  pride  to  every  man  of  ambition  and  artistic  temperament.  Here 
many  men  attempt  to  excel,  and  here  many  achieve  distinction  and  be- 
come operators  of  national  repute.  This  alone  is  a  reward  worth  years 
of  time  and  constant  endeavor.  Nor  is  it  less  worth  while  to  do  one's 
best  in  the  less-liked  work  of  operating  with  the  plastics,  amalgam, 
cement,  gutta  percha;  with  these,  operations  requiring  artistic  sense 


178 


THE  PRACTICE   BUILDER 


may  be  performed,  demanding  a  keen  perception  of  harmony  in  color 
and  of  appropriateness  to  condition. 

In  crown  work  opportunity  is  afforded  for  the  exercise  of  artistic 
taste  and  for  the  exhibition  of  good  judgment  and  great  mechanical 
ingenuity;  there  are  but  two  grades  of  work  here — good  and  bad. 

In  orthodontia  is  a  field  for  men  of  the  highest  ideals  in  artistic 
conceptions;  here  are  combined  talents  of  the  very  highest  order;  here 
finds  expression  that  which  approaches  to  genius;  here  the  greatest 
beneficial  results  to  patients  are  noticeable;  here  the  greatest  pecuniary 
and  professional  remuneration  is  received;  here,  in  a  word,  is  a  field 
happy  in  the  present  and  rich  in  promise  of  future  advance. 

In  all  that  work  calling  for  service  that  does  not  demand  operative 
skill,  such,  for  instance,  as  treatment  of  diseased  conditions  by  surgical 
and  medicinal  means,  there  can  be  but  one  grade  of  work,  and  that  is 
the  best. 

A  dentist's  patrons  will  never  judge  him  any  higher  than  he  judges 
himself,  and  to  fail  to  set  for  himself  a  standard  means  to  place  himself 
in  an  unsatisfactory  professional  status,  and  to  fail  in  inviting  the  dis- 
criminating favorable  judgment  of  his  patrons. 

The  failure  to  recognize  public  opinion,  to  put  himself  in  the  patron's 
place,  is  to  show  poor  judgment  and  a  lack  of  familiarity  with  human, 
nature. 


The  Laboratory 

"  By  mere  mechanic  operation  " 

The  laboratory,  in  most  dental  offices,  is  a  place  to  avoid.  At  least, 
it  would  seem  so  from  the  fact  that  when  you  call  on  another  dentist 
he  is  not  at  all  anxious  to  have  you  see  that  department.  This  would 
not  be  the  case  if  dentists  were  not  in  the  habit  of  making  their  labora- 
tories a  dumping  place  for  trash.  The  work  done  in  the  laboratory 
demands  that  an  amount  of  attention  be  given  this  department  equiva- 
lent to  its  importance.  The  output  of  the  laboratory,  and  the  propor- 
tion of  cash  returns  which  it  bears  to  the  whole  yearly  income,  make  it 
necessary  to  cultivate  this  work  and  to  augment  the  facilities  for  its 
prompt  and  satisfactory  performance. 

As  a  general  thing,  dental  laboratories  are  not  fitted  with  all  the 
labor-saving  devices  that  make  rapid  work  possible.  The  use  of  time- 
saving  apparatus  is  a  great  relief  to  dentists  w^ho  have  large  operating 
practices.  Mention  may  be  made  of  the  time  and  gas-regulating  attach- 
ments, and  of  the  fiask-closing  devices  now  used  on  vulcanizers  of  most 
recent  make.  In  of^ces  in  large  cities,  where  a  large  amount  of  plate 
work  is  turned  out  in  a  single  day,  it  is  interesting  to  note  the  methods 
employed  to  save  time.  All  the  means  are  used  by  which  work  may 
be  continued  without  delay,  from  the  very  moment  the  impression  is 
taken  until  the  final  polish  is  given. 

Facilities  should  be  had  for  quickly  repairing  plates;  in  this  a  large 
amount  of  money  may  be  made,  considering  the  usual  slight  cost  of 
doing  it,  where  plate  work  is  being  done  so  that  repair  jobs  can  be  put 
through  at  the  same  time.  When  persons  wish  to  have  plate  work  re- 
paired, they  like  to  have  it  done  promptly,  few  caring  to  go  without 
their  teeth  for  more  than  two  or  three  hours.     The  dentist  will  find  it 

179 


l8o  THE    PRACTICE    BUILDER 

to  his  advantage,  therefore,  to  give  to  it  special  attention,  and  to  have 
always  on  hand  a  satisfactory  variety  of  blocks  of  three,  to  enable  him 
to  match  the  majority  of  cases  where  the  front  block  or  blocks  may  be 
fractured. 

Work-benches  which  enable  the  workman  to  reach  everything 
needed  for  the  performance  of  plate  work,  except  the  grinding  of  the 
teeth,  should  be  the  rule.  Many  dentists  have  their  benches  so  arranged 
that  the  grinding  can  be  done  without  getting  up,  using  either  a  foot- 
power  lathe,  of  the  treader  variety,  or  electric  power.  The  saving  in 
time  is  very  great,  and,  where  several  plates  are  being  constructed  at 
one  time,  as  is  the  case  in  many  offices  doing  a  large  amount  of  plate 
work,  the  plate  worker  is  enabled  to  change  from  one  plate  to  another, 
while  one  is  in  the  investing  flask,  or  being  heated  preparatory  to  sep- 
arating. Three  or  four  plates  being  constructed  at  the  same  time  are 
always  more  expeditiously  finished  than  when  but  one  plate  is  being 
made. 

The  crown  and  bridge  bench,  it  will  be  found,  should  be  separate 
from  the  regular  bench.  The  liability  of  losing  small  pieces  of  gold, 
and  the  necessity  for  plenty  of  room,  unhampered  by  the  appliances 
of  ordinary  plate  work,  which  are  of  no  use  in  the  construction  of 
bridge  work,  make  it  advisable  to  separate  this  work  as  much  as  pos- 
sible from  the  other. 

Many  dentists  who  have  a  large  amount  of  gold  crown  work  to 
do  arrange  a  crown  work  desk  near  the  operating-chair,  fitted  with  the 
Bunsen  burner.  In  this  way  a  good  deal  of  walking  from  the  operating- 
chair  to  the  laboratory  is  saved.  This  makes  it  possible  to  construct 
a  crown  in  much  less  time  than  would  be  necessary  where  one  must 
go  out  into  the  laboratory  to  make  the  alterations  necessary. 

Attention  to  the  laboratory  and  to  the  details  of  the  work  performed 
there  pays,  and  pays  well.  too.  No  sensible  man  will  ignore  the  me- 
chanical side  of  his  practice. 


The  Operating-Room 

"  In  beautiful  operations  Jie  doth  take  deligJit  " 

Most  dentists  make  their  operating-rooms  the  most  attractive  part 
of  their  offices,  but  many  others  leave  them  bare  and  repellant.  Such 
a  room  is  uninviting  at  best,  and  people  have  no  desire  to  enter  it  to 
get  their  nerves  quieted. 

Where  it  is  possible,  it  is  best  to  have  the  operating-room  separate 
from  the  reception-room,  especially  in  large  practices.  A  cheap  and 
poorly  constructed  operating-chair  is  an  abomination  to  both  dentist 
and  patient,  but  an  easy,  comfortable  one  is  a  source  of  satisfaction. 
It  is  a  good  investment,  too ;  people  like  to  patronize  an  office  furnished 
nicely  enough  to  show  that  the  owner  is  successful.  A  modern  chair, 
easily  raised  and  lowered,  especially  one  than  can  be  raised  to  such  a 
height  as  to  make  the  lingual  aspect  of  the  superior  anterior  teeth 
easily  accessible,  is  of  vital  importance.  It  means  a  saving  of  time  in 
this  class  of  work,  and  it  means  a  saving  of  vital  energy  to  the  dentist. 
Nothing  can  be  more  exhausting  than  to  have  to  crane  the  neck  and  to 
bend  the  body  when  filling  cavities  on  the  lingual  aspect  of  the  anterior 
superior  teeth.  The  improvements  made  upon  chairs  in  recent  years 
have  been  such  as  to  make  them  wellnigh  perfect.  A  chair  is  in  such 
constant  daily  use,  and  the  revenue  received  from  its  use  is  so  great  in 
comparison  to  its  cost,  that  it  would  seem  the  part  of  wisdom  to  have 
a  really  good  one. 

Next  to  a  good  chair,  it  is  important  to  have  a  good  operating-cab- 
inet. Many  of  those  now  in  use  are  poorly  adapted  to  the  purpose  for 
which  they  are  intended.  An  operating-cabinet,  to  be  practical  and  use- 
ful, should  not  have  its  utility  destroyed  in  an  attempt  to  make  a  beau- 

i8i 


l82  THE    PRACTICE    BUILDER 

tiful  piece  of  furniture.  Those  in  which  the  entire  cabinet  is  utihzed 
for  operating-instruments  are  best. 

The  operating-instruments  and  forceps,  together  with  such  apph- 
ances  as  are  used  in  ordinary  operations,  rubber  dam  clamps  and  clamp- 
forceps,  finishing  and  polishing  strips,  filling  materials,  etc.,  should  be 
kept  in  the  operating-cabinet;  the  medicines  should  be  kept  in  a  sep- 
arate fixture,  such,  for  instance,  as  a  wall-pocket.  The  damage  done 
to  dental  instruments  every  year  from  the  corroding  action  of  medica- 
ments is  very  great.  The  mere  placing  of  an  orange-wood  stick  that 
has  been  in  iodine  has  resulted  in  almost  ruining  expensive  instruments. 
Never  let  these  medicaments  be  near  the  instruments,  and  never  use  an 
orange-wood  stick  more  than  once;  as  soon  as  one  end  has  been  used, 
break  the  stick  and  throw  it  away. 

A  good  bracket-table  is  a  necessity.  Get  a  large  one  in  the  first 
place,  or  exchange  your  old  one  for  such  an  one,  if  you  have  one  that  is 
small.  All  the  operating-instruments  used  in  excavating  and  filling 
should  be  kept  in  the  bracket-table,  as  should  the  burs  and  engine  ap- 
pliances. Instruments,  no  matter  how  beautiful  or  expensive,  should 
not  be  exposed  to  the  view  of  patients,  especially  to  ladies  and  children. 
AMien  the  patient  enters  the  operating-room  she  should  not  see  any- 
thing but  the  furniture,  and  it  should  be  the  aim  of  the  dentist  to  con- 
ceal the  instruments  from  sight  as  much  as  possible. 

Opinions  differ  as  to  w^hich  light  is  best  for  operating.  What  dif- 
ference there  may  be  betw-een  one  outlook  and  another  would  probably 
not  afifect  the  eyesight  to  any  great  extent.  The  window-  should  be 
screened  with  a  thin  white  cloth,  to  prevent  the  light  striking  too  glar- 
ingly on  the  work;  all  the  windows  should  be  protected,  at  least 
the  lower  portion,  by  means  of  sash  curtains.  This  gives  an  artistic 
effect  to  the  room,  besides  keeping  it  evenly  lighted.  At  the  side  of 
the  operating-chair  should  be  a  splasher  large  enough  to  protect  the 
wall  against  blood  during  extracting  or  in  rinsing  the  mouth. 

If  the  operating-chair  is  not  in  a  separate  room,  it  should  be  kept 
from  view-  by  the  use  of  a  screen  too  high  to  be  seen  over.  An  artistic 
appearance  is  given  to  a  room  by  the  use  of  screens  that  cannot  be 
achieved  in  any  other  way. 

When  the  dentist  has  an  assistant,  he  will  find  it  to  his  advantage  to 


THE  PRACTICE  BUILDER  183 

liave  two  operating-chairs;  both  need  not,  however,  be  equally  good; 
the  second  chair  should  be  for  the  assistant's  use,  in  polishing  amalgam 
and  cement  fillings,  and  in  putting  an  extra  finish  on  gold  fillings,  as 
suggested  in  the  chapters  on  "  Boy  Assistants  "  and  "  Lady  Assistants." 
Where  a  gas  outfit  is  used,  it  should  be  protected  from  view  so  as  not 
to  be  seen  when  not  in  use. 


Children's  Teeth 

"  Be  careful  of  children  ;  some  day  I  hey' II  be  mcfi  and  women  " 

Some  dentists  have  built  up  large  practices  by  their  success  in  hand- 
ling children.  To  be  able  to  successfully  operate  for  children  requires 
such  tact  and  policy,  together  with  patience  and  endurance,  as  all  men 
do  not  possess.  Children  come  to  the  dentist  with  such  fears  of  ill 
treatment  that  it  is  difficult,  and  sometimes  impossible,  to  convince  them 
that  something  awful  is  not  in  store  for  them.  This  is  due  largely  to 
the  fact  that  the  grown  members  of  the  household  are  in  the  habit  of 
discussing  the  operations  of  the  dentist,  with  many  expressions  of  hor- 
ror and  apprehension.  The  visit  to  the  dentist  is  made  much  of,  and 
extravagant  statements  are  made  concerning  the  amount  of  pain  in- 
flicted, and  the  length  of  time  consumed  in  performing  the  work. 

Frequent  references  to  "  kill."  "  hurt,"  "  dead,"  etc.,  are  not  likely 
to  inspire  a  child  with  confidence  or  to  make  his  prospective  visit  to  the 
dentist  hold  out  any  great  attractiveness.  People  will  never  cease  to 
look  upon  the  dentist  in  the  light  of  a  necessary  evil,  and  they  will 
continue  to  discuss  his  painful  operations  in  the  presence  of  children 
until  the  time  comes  to  take  the  children  to  the  dentist,  and  then  the 
attempt  will  be  accompanied  with  familiar  vocal  selections,  but  not 
productive  of  pleasurable  appreciation. 

Children  arc  most  successfully  dealt  with  by  having  them  come  on 
one  or  two  appointments  with  one  of  the  older  members  of  the  family 
who  may  be  having  dental  work  performed.  In  this  way  the  child  is 
accustomed  to  the  surroundings,  and  is  made  aware  of  the  fact  that  the 
dentist  looks  just  like  any  other  man,  and  does  not  appear  to  have  any 
special  desire  to  annihilate  him  on  sight. 

184 


THE  PRACTICE   BUILDER  185 

He  also  observes  that  the  one  for  whom  work  is  being  performed 
is  not  being  hurt  very  severely,  and  when  the  time  comes  for  him  to 
have  his  own  work  done  the  dentist  will  have  won  his  confidence  to 
such  an  extent  that  he  can  be  seated  in  the  chair  and  the  simplest  opera- 
tions performed  at  once,  without  inconvenience  to  child  or  operator. 
Long  operations  are  fatal  to  success  with  children.  The  work  should 
be  divided  so  that  it  does  not  take  more  than  one-half  to  three-quarters 
of  an  hour  to  an  appointment. 

Most  operators  favor  the  use  of  plastics  in  children's  teeth — alto- 
gether in  the  temporary  teeth.  These  are  intended  for  temporary  use, 
and  therefore  demand  only  temporary  fillings,  such  as  cement,  or  cement 
mixed  with  amalgam,  and  are  thus  saved  until  the  appearance  of  the 
permanent  ones,  which  is  all  that  is  necessary.  After  the  eruption  of 
the  permanent  teeth  frequent  examinations  should  be  requested,  and 
the  filling  material  will,  of  course,  be  indicated  by  the  quality  of  the 
tooth  structure. 

Opinions  differ  somewhat  as  to  the  age  at  which  gold  may,  with 
propriety,  be  inserted  in  the  teeth  of  children.  Twelve  years  seems  to 
be  the  lowest  age  at  which  it  is  considered  proper  by  good  operators, 
and  fifteen  years  appears  to  be  the  age  at  which  it  may  be  used  in  nearly 
all  cases.  The  circumstances  of  the  constitutional  condition  of  the  pa- 
tient and  the  quality  of  the  teeth  affect  a  decision  in  the  matter. 

Considering  the  rapid  growth  of  children  between  the  ages  of  twelve 
and  twenty,  and  the  extensive  decay  which  supervenes  upon  rapid 
growth,  it  would  appear  to  be  the  part  of  wisdom  to  use  that  which 
experience  has  determined  is  the  best  for  the  purpose  it  is  intended 
to  subserve,  and  that  can  be  inserted  with  the  least  pain. 

To  properly  control  children  so  that  they  will  appreciate  dental  ser- 
vice, and  be  at  all  times  ready  to  conform  to  the  rules  which  apply  to 
grown  persons  in  the  matter  of  attention  to  the  teeth,  is  a  very  great 
advantage. 

Thus  the  appointment  cards  should  be  made  out  to  the  patient  in 
his  own  name  and  should  be  given  to  him  personally,  no  matter  how 
young  he  is.  The  examination  cards  should  be  addressed  to  his  own 
name  and  sent  to  him  by  mail.  With  the  first  examination  card  sent 
should  be  inclosed  a  letter,  typewritten,  such  as  would  accompany  the 


IS6  THE   PRACTICE   BUILDER 

cards  to  grown  people,  and  in  which  the  patient  should  be  personally 
addressed. 

Such  treatment  serves  to  fasten  the  faith  of  the  patient  in  the  dentist, 
and  both  young  and  old  are  likely  to  answer  the  cards  on  the  dates 
indicated. 


Gold  Work 

"Bright  and  yellow,  hard  arid  cold" 

Gold  work,  or,  more  particularly,  gold  filling,  engaged  the  attention 
of  dentists  years  ago  to  a  greater  extent  than  any  other  filling  material. 
Gold  filling  has  been  a  work  most  attractive  to  dentists  for  its  own  sake. 
The  ability  to  rapidly,  securely,  and  artistically  insert  gold  fillings  and 
to  excel  in  gold  work  has  been  the  highest  professional  aim  of  hundreds 
of  dentists.  The  work  certainly  is  interesting,  and  nothing  in  dentistry 
can  be  more  pleasing  to  the  eye  than  this,  when  nicely  executed,  and  it 
requires  no  mean  order  of  manipulative  dexterity. 

There  are  many  practices,  in  small  cities  especially,  where  the  use 
of  gold  is  confined  to  the  anterior  teeth.  This  is  by  choice  of  the  pa- 
tient, and  regardless  of  the  dentist's  advice  in  the  matter.  Patients 
look  at  it  from  the  point  of  appearance,  saying  often,  "  It's  a  back  tooth 
and  won't  be  seen,  and  I  think  I'll  have  silver."  Therefore,  for  want 
of  practice,  skill  in  the  use  of  gold  in  the  posterior  teeth  is  not  attained 
by  many  dentists — that  is,  a  skill  equal  to  their  dexterity  in  the  insertion 
of  gold  fillings  in  the  anterior  teeth. 

Dentists  should  explain  to  patients  preferring  amalgam  for  the  pos- 
terior teeth  that  the  question  of  appearance  is  one  of  the  least  important 
considerations;  that  the  accessibility  of  the  cavity  and  the  structure  of 
the  tooth  are  of  greater  moment  than  the  fact  that  the  tooth  does  not 
show.  It  should  be  explained  that,  where  the  need  of  a  gold  filling  is 
indicated,  it  is  the  best  of  all,  and  that  it  is  the  only  economy  to  have 
it  used. 

Fillings  in  the  anterior  teeth  are  by  far  the  oftenest  inserted,  and 

187 


l88  THE    PRACTICE    BUILDER 

the  cavities  in  the  anterior  teeth  are  by  far  the  most  difficult  to  manage. 
Simple  cavities  are  in  the  minority  in  the  average  dental  practice,  the 
proportion  of  this  class  presenting  bearing  a  very  small  relation  to  the 
whole  number.  The  operator  is  thus  enabled  by  constant  practice  to 
become  expert  in  the  treatment  of  the  compound  cavities  that  are  usu- 
ally found  in  the  anterior  teeth.  Some  of  these,  by  reason  of  the  exten- 
sive ravages  of  caries,  are  so  difficult  to  manage  as  to  demand  the  exer- 
cise of  great  skill  and  patience. 

Contour  fillings  afford  opportunity  for  the  exhibition  of  rare  artistic 
talent,  and  for  the  display  of  great  manipulative  dexterity.  The  inser- 
tion of  contour  fillings  demands  of  the  dentist  great  patience  and  con- 
centration. A  beautifully  inserted  contour  filling  is  greatly  admired  by 
all,  but  the  necessity  for  its  insertion  cannot  but  be  regrettable  to  both 
patient  and  operator. 

If  a  dentist  becomes  so  skilful  in  the  use  of  gold  as  to  be  able  to 
insert  a  good-sized  filling  in  a  shorter  time,  and  do  as  good  or  better 
work  than  his  professional  brethren  in  the  same  community,  it  will  re- 
sult in  much  benefit  to  his  practice.  Indeed,  the  ability  of  a  dentist  is 
often  judged  by  his  expertness  in  the  use  of  gold  and  the  beauty  of  his 
fillings.  This  is  usually  all  the  ocular  evidence  afforded  prospective 
patients  of  the  actual  skill  possessed  by  an  operator.  It  is  wonderful 
what  a  difference  the  manner  of  finishing  a  filling  makes  in  the  appear- 
ance and  utility  of  the  work.  While  some  of  the  work  is  done  for  per- 
sons whose  power  of  appreciation  of  gold  work  is  decidedly  low,  and 
who  give  to  the  work  little  or  no  attention  in  the  matter  of  hygienic 
care  of  mouth  and  teeth,  allowing  the  fillings  to  become  discolored 
by  accretions  so  that  they  look  no  better  than  really  inferior  work,  still, 
the  conscientious  effort  of  the  dentist  will  be  repaid  by  those  who  appre- 
ciate really  good  work. 

Nothing  is  more  important  than  that  the  work  be  given  the  highest 
possible  finish.  This  is  the  practice  of  the  best  operators  the  world  over. 
A  dull  finish  is  not  artistic,  and  it  docs  not  protect  the  borders  of  the  fill- 
ings as  well  as  one  which  is  highly  polished. 

In  the  mouths  of  those  persons  who  show  their  teeth  in  speech,  and 
whose  appearance  is  likely  to  be  affected  by  the  exhibition  of  large 
fillings,  it  is  the  practice  of  the  better  class  of  operators  in  the  large 


THE  PRACTICE  BUILDER  189 

cities  to  use  cement  for  filling  the  teeth.    This  is  especially  advisable 
in  the  case  of  actresses,  ministers,  and  public  speakers. 

The  best  finish  is  given  a  gold  filling  at  an  appointment  subsequent 
to  the  filling  appointment,  when  the  small  particles  of  grit  resulting 
from  the  use  of  the  disk  have  disappeared. 


Plastics 

"  Yielding  at  first,  it  becomes  adamant " 

From  the  position  of  a  detested  thing,  plastics  have  grown  in  pop- 
ular favor  until  there  is  probably  no  dental  office  in  the  world  where 
their  use  is  not  sanctioned.  Even  after  the  great  war  against  them  was 
over,  and  plastics  were  in  very  general  use,  many  of  those  loudest  in 
condemning  kept  them  in  their  offices  and  used  them,  while  openly 
decrying  them  to  the  profession. 

This  is  particularly  true  of  amalgam.  Since  that  time  the  record  of 
tooth-saving  to  the  credit  of  this  once  despised  material  has  been  such 
as  to  command  the  thoughtful  attention  of  the  profession.  This  record 
was  made  in  the  face  of  the  most  flagrant  disregard  of  what  constituted 
operative  dentistry.  Fillings  were  made  of  it  with  little  care  in  the 
preparation  of  the  tooth,  or  in  the  insertion  or  finishing  of  the  com- 
pleted filling.  The  careful  preparation  of  the  cavity  when  gold  is  to 
be  used,  the  minute  care  taken  in  the  insertion  of  the  gold  filling,  are 
extremelv  favorable  to  its  permanence.  This  minute  care  has  rarely 
been  bestowed  upon  the  amalgam  filling,  and  there  is  no  possible  doubt 
as  to  what  the  result  would  be  if  this  same  attention  were  given.  As 
usuallv  seen,  it  gives  evidence  of  having  received  little  attention.  The 
preparation  of  the  material  for  filling  is  not  usually  attended  with  the 
care  to  which  it  is  entitled.  ]\Iany  merely  manipulate  the  material  in 
the  palm  of  the  hand  and  squeeze  out  the  mercury  between  the  thumb 
and  linger.    The  best  results  are  not  to  be  attained  by  such  carelessness. 

Attention  to  the  borders  of  the  cavity,  accurate  mixing  of  the  alloy, 
and  thorough  squeezing  of  the  greater  portion  of  the  amalgam  mass, 
are  absolutely  essential  to  a  good  filling.    Manv  operators  insert  amal- 

190 


THE  PRACTICE   BUILDER 


191 


gam  with  such  an  amount  of  mercury  in  the  mix  as  to  make  the  mass 
almost  hquid.    A  perfect  lilhng  from  this  kind  of  mix  is  impossible. 

Another  point  overlooked  by  many  users  of  amalgam  is  that  they 
fail  to  give  to  the  finished  filling  a  proper  polish.  The  cervical  border 
overhangs,  with  a  surplus  of  amalgam,  in  a  large  proportion  of  amalgam 
fillings.  The  surface  of  thousands  of  amalgam  fillings  show  little  more 
care  than  is  usually  bestowed  by  plasterers  on  their  work. 

A  high  finish  cannot  be  given  an  amalgam  filling  at  the  same  sitting 
at  which  the  amalgam  is  inserted.  One  or  more  days  should  be  allowed 
to  pass  before  the  polish  is  given.  This  should  be  done  by  the  assistant, 
and  the  patient  should  be  instructed  personally  or  by  mail  card. 

The  frequent  changing  of  alloys,  from  one  make  to  another,  is  not 
good  policy;  select  any  one  of  the  really  good  makes  supplied  by  the 
reliable  supply  houses,  and  stick  to  it.  Do  not  experiment  with  the 
productions  of  travelling  vendors,  especially  when  claims  of  an  unusual 
nature  are  made. 

In  the  use  of  cement  judgment  is  necessary.  Cement  cannot  be 
used  for  all  classes  of  patients  alike.  If  a  cement  filling  were  to  fail  in 
the  mouth  of  a  person  of  one  class,  he  would  leave  the  dentist  without 
giving  him  opportunity  to  repair  it.  Where,  however,  the  person  is  a 
member  of  the  better  class,  particularly  a  lady,  failure  of  cement  fillings 
will  be  expected  within  a  year,  or  two  years,  if  the  dentist  has  been 
careful  to  instruct  them  concerning  the  use  of  cement  and  its  liability 
to  wash  away  more  rapidly  in  some  mouths  than  in  others.  To  keep 
the  patient,  it  is  proper  to  use  the  cement  examination  cards,  as  sug- 
gested in  the  chapter  on  "  Holding  Patronage." 

In  high-class  practices  it  is  the  custom  to  insert  cement  in  cavities 
in  the  anterior  teeth,  using  a  color  as  like  that  of  the  tooth  as  possible, 
thus  obviating  the  need  for  inserting  large  or  unsightly  gold  fillings. 
In  this  way  teeth  are  kept,  without  gold  fillings,  in  the  mouths  of  young 
society  ladies  until  such  time  as  gold  may  be  used  alone. 

Gutta-percha  in  suitable  cavities  finds  use  similar  to  that  for  cement. 
Cavities  in  the  anterior  teeth  which  admit  of  its  use  with  propriety  are 
such,  for  instance,  as  those  which  occur  at  the  necks  of  incisors  and 
cuspids,  superior  and  inferior.  Those  cases  of  recession  of  the  gum 
on  central  and  lateral  incisors  and  cuspids  are  often  sestiietically  treated 


192 


THE   PRACTICE   BUILDER 


by  using  the  pink  gutta-percha  as  a  filling  material.  This  usually 
matches  the  gum  very  closely.  Practitioners  who  have  a  high-class 
clientele  charge  for  knowing  what  to  use  and  when  and  how  to  use  it, 
rather  tlian  according  to  the  cost  of  the  material  used.  It  is  upon  this 
logic  that  a  large  and  exclusive  patronage  is  built. 

The  use  of  the  plastics  must  be  backed  by  refined  judgment.  Many 
men  have  gone  to  ruin  through  their  close  adherence  to  the  use  of  plas- 
tics and  disregard  of  the  employment  of  other  fillings  in  their  suitable 
places.  There  is  a  place  for  the  use  of  amalgam,  and  there  is  a  place 
for  the  use  of  gold,  cement,  or  gutta-percha;  judgment,  and  the  circum- 
stances of  the  particular  case  must  decide  which  should  be  used. 


Plate  Work 

"  It  makes  young  appearing  grandmothers  " 

To  successfully  build  and  maintain  a  dental  practice  demands  the 
closest  attention  to  plate  work.  This  was  the  most  important  work 
demanded  of  dentists  twenty  or  thirty  years  ago.  Since  that  time  greater 
attention  has  been  paid  to  operating,  and,  with  the  rapid  development 
of  operating  and  the  separation  of  its  labor  into  distinct  phases  and  their 
subsequent  enlargement  into  branches  by  themselves,  attention  to  plate 
work  has  greatly  lessened.  For  this  there  have  been  several  reasons. 
In  the  first  place,  there  have  been  no  improvements,  either  in  artificial 
teeth  or  in  the  manner  of  making  plates,  except  to  simplify  the  per- 
formance; again,  the  price  of  the  work  has  so  diminished  that  the  pro- 
fession cannot  afford  to  give  it  the  attention  which  it  would  receive  if 
it  were  better  remunerated. 

Plate  work  has  been  a  bugaboo  to  thousands  of  dentists  for  years; 
few  have  taken  anything  like  the  interest  in  it  which  they  manifest  for 
other  branches.  Especially  is  this  true  of  the  young  graduates ;  not  only 
do  they  dislike  the  work,  but  they  do  not  consider  it  worthy  of  atten- 
tion. This  is  a  very  unwise  course,  for  they  will  find  that  plate  work, 
in  a  full  practice,  is  to  be  credited  with  a  very  respectable  share  of  the 
year's  cash  receipts.  They  will  also  find  that  the  public  judges  a  dentist 
by  his  ability  to  do  satisfactory  plate  work;  thus,  if  he  makes  a  set 
of  teeth,  and  it  gives  satisfaction,  the  people  think  he  can  do  all  other 
kinds  of  work  well ;  but,  if  he  does  not  do  good  plate  work,  they  think 
he  is  expert  in  nothing. 

The  sooner  a  young  man,  just  entering  practice,  decides  to  culti- 
vate the  plate-work  side  of  his  business,  the  better  it  will  be  for  his 
pocketbook.    And  this  branch  of  his  business  is  more  easily  cultivated 

193 


194 


THE  PRACTICE   BUILDER 


tlian  any  other.  There  are  several  reasons  for  this.  People,  especially 
women,  have  the  habit  of  letting  the  entire  neighborhood  know  when 
they  propose  to  have  a  set  of  artificial  teeth  made,  or  else  the  whole 
neighborhood  finds  it  out  for  itself,  and  the  whole  neighborhood  takes 
the  privilege  of  recommending  a  dentist  to  do  this  w^ork.  This  one  is 
said  to  have  made  a  plate  for  Mrs.  Jones  that  did  not  fit  at  all,  and  that 
one  is  said  to  have  made  a  set  of  teeth  for  Mrs.  Brown,  and  it  fitted  so 
well  that  she  could  bite  the  edge  off  a  hatchet  with  it.  And  so  it  goes; 
and  the  moral  is  that  too  much  care  and  attention  cannot  be  given  to 
this  kind  of  work.  The  labor  bestowed  on  it  is  really  an  investment, 
and  the  investment  will  yield  an  interest  in  proportion  to  the  attention 
given. 

To  buikl  a  plate-work  practice,  it  is  necessary  to  use  the  very  best 
teeth  obtainable;  the  best  rubber — the  best,  not  the  next  best,  but  the 
very  best.  The  best  plaster  must  be  used  in  taking  impressions  if  for 
upper  cases,  and  the  best  plaster  or  the  best  modelling  compound  if  for 
lower  sets.  One  should  not  experiment  with  cheap  teeth ;  if  he  begins 
this,  he  is  running  risks,  playing  with  fire,  exposing  himself  to  failure. 
This  is  fatal.  An  unfavorable  comment  travels  farther  and  faster  than 
a  favorable  one.  This  is  because  people  expect  good  work,  and  when 
they  get  good  work  they  are  not  surprised,  because  it  is  just  what  they 
expected,  and  they  say  little  or  nothing  about  it;  but,  if  the  work  is  poor 
and  unsatisfactory,  most  unfavorable  comments  are  made  in  the  pres- 
ence of  others,  and  these  prejudice  people  against  the  dentist. 

We  do  not  believe  it  to  be  good  business  policy  for  a  dentist  to  do 
more  than  one  grade  of  plate  work,  or  to  have  more  than  one  fee  for 
work  of  the  same  class. 

Each  individual  piece  of  work  a  dentist  does  stands  by  itself;  from 
it  his  ability  as  a  dentist  is  judged;  each  operation  he  performs  is  the 
standard  of  excellence  by  which  his  patrons  judge  of  his  skill  or  by 
which  prospective  patrons  measure  his  professional  standing.  If  the 
work  does  not  compare  favorably  with  the  same  kind  of  work  done 
by  other  dentists  his  patrons  lose  confidence  in  him  and  prospective 
patrons  are  prejudiced  against  employing  him.  Therefore,  the  same 
attention  should  be  given  to  every  plate  made,  and  it  should  be  finished 
so  carefully  that  the  dentist  will  never  be  ashamed  to  say  he  made  it, 
when  in  after  vears  he  examines  it. 


THE  PRACTICE  BUILDER 


19s 


When  the  teeth  are  extracted  the  patient  should  be  made  to  pay  for 
the  work  at  the  time,  and  should  be  given  a  receipt.  The  amount  paid 
should  be  deducted  from  the  price  of  the  plate  when  the  latter  is  made. 
This  may  be  indicated  on  the  bill,  or  by  the  special  plate-work  receipt 
shown  herewith: 


No.... 


189.. 


No Smithton,  O., i8g.... 

Recei^^cdof 


the  sum  of  $ for  extracting 

- teeth.      Tide  same  to  apply  on  artificial 

teeth  to  be  made  under  the  personal  supervision  of 
Dr.  A.  B.  BLANK. 

Balance  due  to  be  paid  to  Dr.  A.  B.  BLANK, 


These  receipts  should  be  bound  in  book  form,  after  the  manner  of 
the  ordinary  receipt-book,  and  should  be  perforated  to  allow  the  leav- 
ing of  a  stub. 

When  payment  is  made  in  this  way  at  the  time  the  extracting  is  done, 
there  is  no  likelihood  that  the  patient  will  go  elsewhere  to  have  the 
teeth  made.  No  one  should  risk  doing  poor  work  by  using  pinless 
teeth  or  any  clap-trap  device  for  cheapening  the  cost  of  production.  It 
will  be  exposed  some  day;  it  is  deception,  and  people  detest  deception 
more  than  anything  else.  They  do  not  mind  losing  a  few  dollars,  but 
it  angers  them  to  be  defrauded. 

When  teeth  are  extracted  the  dentist  should  always  call  attention 
to  the  advantages  of  a  temporary  plate.  It  is  becoming  the  custom 
more  and  more  to  wait  three  months,  and  sometimes  very  much  longer, 
before  having  artificial  teeth  inserted.  Patients  should  be  told,  women 
particularly,  that  to  preserve  the  contour  of  the  features  a  temporary 
set  should  be  inserted;  attention  should  be  called  to  the  fact  that  when 
the  cuspid  teeth  are  removed  the  lines  extending  to  the  corner  of  the 
mouth  become  more  noticeable ;  that  the  nose  becomes  depressed  and 


196 


THE  PRACTICE   BUILDER 


the  facial  expression  j^reatly  chan,c;-ecl :  tliat  by  reason  of  the  absence  of 
teeth  the  food  is  improperly  masticated  and  insufficiently  prepared  for 
the  stomach;  that  the  stomach  is  not  intended  to  perform  this  work, 
that  it  is  likely  to  become  deranged  through  having  to  do  work  which 
it  is  not  intended  to  do,  and  that  sympathetic  complications  are  likely 
to  ensue. 

l"he  period  of  waiting  is  too  long  to  be  without  teeth,  both  because 
the  stomach  becomes  overtaxed  and  because  the  facial  expression  is 
interfered  with.  The  speech  is  greatly  interfered  with  also.  The  mus- 
cles of  the  cheek  and  the  orbicularis  oris  contract,  and  this  contraction 
continues  up  until  the  insertion  of  the  plate.  Thus  it  is  that  when  per- 
sons wait  three  months  or  longer  before  having  artificial  teeth  inserted, 
the  orbicularis  oris  has  become  so  shortened  through  lack  of  use  that 
wlicn  the  plate  is  inserted  the  mouth  has  a  stretched  and  drawn  appear- 
ance and  the  patient  complains  that  the  plate  is  too  large;  that  she  can- 
not cause  the  lips  to  close  naturally,  and  sometimes  the  buccinator  mus- 
cles ache  for  a  few  days.  If  a  temporary  plate  had  been  worn,  all  this 
inconvenience  and  change  of  appearance  would  have  been  avoided,  and 
at  the  same  time  the  patient  would  have  become  thoroughly  accustomed 
to  the  plate. 

To  the  repair  of  plates  careful  attention  should  be  given,  especially 
to  those  that  require  the  insertion  of  the  anterior  blocks.  A  careful 
record  of  every  plate  should  be  kept,  including  the  manufacturer's  name, 
the  number  of  the  mould,  and  the  color  of  the  teeth.  This  makes  the 
matching  of  front  blocks  an  easy  matter,  and  is  far  more  satisfactory 
than  the  usual  plan  of  inserting  almost  the  first  thing  that  comes  to 
hand. 

In  that  class  of  plate  repairs  in  which  the  plate  splits  through  the 
middle  about  every  six  months,  it  should  be  explained  to  the  patient 
that  this  is  caused  by  the  plate  bearing  heavily  upon  the  palate  bone; 
the  absorption  of  the  ridge  causes  the  plate  to  rest  upon  the  palate  bone, 
and  when  in  use  tlie  plate  gives  at  each  side,  but  not  in  the  middle ;  con- 
seciuently  it  cracks  when  it  is  bent  beyond  its  greatest  bending  point. 

The  patient  should  be  advised  to  have  the  plate  refitted,  using  the 
same  teeth,  stating  that  the  set  of  the  teeth  and  their  relation  to  the 
lower  ones  can  be  preserved  without  change,  but  that  the  vulcanite 


THE  PRACTICE   BUILDER 


197 


part  would  be  all  new.  Care  should  be  taken  to  relieve  the  hard  palate 
in  the  new  plate  by  scraping  the  centre  of  the  plaster  impression  enough 
to  allow  the  plate  to  rest  but  very  little,  if  any,  on  the  palate  bone. 

It  is  generally  understood  that  more  artistic  results  and  more  nat- 
ural appearing  teeth  can  be  made  by  use  of  plain  teeth  and  pink  gum 
than  by  the  use  of  gum  teeth,  the  plain  teeth  allowing,  as  they  do, 
opportunity  for  the  more  natural  arrangement  of  the  teeth,  because 
of  single  teeth  being  used,  while  in  the  case  of  gum-teeth  their  stiffness 
and  formal  appearance  make  it  impossible  to  arrange  them  other  than 
as  they  are  made. 

Fillings  in  artificial  teeth,  where  the  burning  process  is  used,  are  not 
advisable;  we  have  never  had  success  with  these  fillings,  as  they  come 
ofif  after  a  few  months  and  leave  the  tooth  appearing  worse  than  if  they 
had  not  been  put  on ;  it  is  impossible  to  replace  them  without  removing 
the  block  and  sending  it  to  the  persons  who  do  this  work.  When  fill- 
ings are  inserted,  let  it  be  in  those  positions  where  decay  usually  occurs. 
The  gold  fillings  inserted  by  hand  seem  to  stand  the  test  of  time  and  to 
be  better  adapted  to  use,  although  such  artistic  effects  cannot  be  pro- 
duced as  by  use  of  the  burnt  fillings. 

The  patient  should  always  be  shown  the  advantage  of  metal  plates 
over  vulcanized  rubber.  The  advantage  of  cleanliness,  thinness,  per- 
manence, strength,  and  appearance  should  be  dwelt  upon.  Where  the 
persons  can  afford  it,  continuous  gum  work  should  be  suggested,  but 
care  should  be  taken  not  to  suggest  this  work  to  those  people  who  have 
ever  had  trouble  of  any  kind  with  other  dentists,  or  who  have  failed 
to  pay  a  bill  to  another  dentist.  Where,  however,  everything  is  all 
straight,  and  the  people  are  fair  and  honorable,  the  work  should  be 
advised.  It  is  too  costly  to  risk  paying  out  the  amount  necessary 
to  make  a  case,  where  there  is  any  question  in  regard  to  its  being 
paid  for. 

Gold-lined  plates,  by  use  of  any  of  the  specially  prepared  linings, 
have  generally  proved  satisfactory  to  both  patient  and  dentist.  They 
give  to  a  plate  the  advantages,  in  a  large  degree,  of  a  metal  plate,  to- 
gether with  the  lightness  and  cheapness  of  vulcanized  rubber.  It  is 
customary  to  charge  from  five  to  seven  dollars  extra  where  a  gold  lining 
is  put  in  a  plate.     The  present  shape  of  the  metal  lining  should  be 


l(^^ 


THE  PRACTICE   BUILDER 


changed  to  the  sliape  of  the  plate;  as  at  present  used  it  admits  of  too 
much  waste,  which  adds  to  the  cost. 

Ahmiinum  as  a  base  has  grown  in  favor  with  the  profession.  The 
aluminum  plate  is  much  more  popular  than  the  cast  aluminum.  It  is 
manipulated  with  as  much  ease  as  any  of  the  other  bases,  and  the  fee 
received  is  fifteen  to  twenty  dollars.  Its  advantages  of  lightness,  clean- 
liness, strength,  and  lasting  qualities  are  quite  equal  to  those  of  gold 
or  silver. 

For  partial  plates,  in  cases  where  bridge  work  is  not  applicable, 
gold  should  be  used.  It  is  advised  by  the  best  authorities  on  mechanical 
dentistry. 

Clasp-plates  are  not  growing  in  favor;  their  liability  to  injure  the 
teeth  adjacent  has  caused  them  to  fall  into  disuse  in  a  very  great  meas- 
ure. This  applies  also  to  those  bridge  dentures  that  depend  for  reten- 
tion upon  the  use  of  one  or  more  clasps.  Besides  injuring  the  surfaces 
of  the  teeth,  these  dentures,  by  reason  of  their  great  strain,  loosen  the 
teeth  in  their  sockets. 

In  cases  of  extremely  close  bites  it  is  necessary  to  use  metal  back- 
ings on  flat-backed  bridge  teeth,  allowing  the  inferior  teeth  to  strike 
on  extended  lugs  which  engage  in  the  vulcanite. 

In  the  large  cities,  among  the  men  who  have  high-class  practices  de- 
voted chiefly  to  operating,  it  is  not  customary  to  do  laboratory  work. 
As  a  rule,  these  practitioners  take  the  impression  and  bites  and  send 
them,  with  directions,  to  a  mechanical  laboratory  to  be  completed.  As 
the  most  important  part  of  plate  work  is  the  impression  and  bite,  to- 
gether with  the  directions  concerning  the  size  and  color  of  the  teeth — 
directions  as  to  long,  short,  or  medium  bite,  and  the  thickness  of  the 
gums — it  is  readily  seen  that  really  better  plate  work  can  be  sent  out 
of  a  mechanical  laboratory.  We  have  found  that  the  plate  w'ork  fur- 
nished by  mechanical  laboratories  was  much  superior  to  that  done  by 
a  mechanical  man  in  the  office,  and  a  great  deal  better  finished.  We 
have  never  had  to  have  a  case  made  over  that  was  made  at  a  mechan- 
ical laboratory. 

We  believe  that  all  plate  work,  including  metal  plate  work,  should 
be  sent  to  laboratories,  except  where  the  dentist  himself  does  a  suffi- 


THE  PRACTICE   BUILDER 


199 


cient  amount  of  this  work  to  make  him  a  rapid  workman.    This  class 
of  work  requires  constant  practice  to  produce  the  best  results. 

Always  tell  the  patients,  if  the  plate  hurts,  to  remove  it  until  the 
g-ums  become  accustomed  to  its  presence,  and  be  careful  to  instruct 
them  to  bring  the  plate  back  to  the  ofBce  to  trim  it  or  make  such  slight 
alterations  as  may  be  required.  These  things  are  appreciated  by  the 
patient,  and  sometimes  failure  to  recognize  them  results  in  more  or  less 
unfavorable  comment.  It  is  the  dentist's  duty  to  instruct  the  patient 
in  all  that  pertains  to  the  management  of  artificial  teeth,  and  to  trim 
and  alter  the  plate,  as  may  seem  necessary,  until  it  fits  properly. 


Oown  and  Bridge  Work 

"  Consummate  art 

The  growth  of  crown  and  bridge  work  in  the  esteem  of  the  dental 
profession  has  been  healthy  and  rapid.  While  at  first  condemned,  it 
is  to-day  believed  to  be  the  most  scientific  and  artistic  substitute  for  the 
natural  teeth. 

The  use  of  bridge  work  dates  back  to  remote  times,  as  may  be 
observed  by  reference  to  the  authorities  on  this  branch  of  practice 
(see  Evans'  "  Crown  and  Bridge  Work  ").  The  use  of  crowns  has  been 
much  more  universal  than  the  use  of  bridge  dentures.  This  is  due, 
first,  to  the  fact  that  crowns  arc  usually  furnished  ready  for  insertion, 
and  are  adjusted  with  ease,  the  operation  requiring  the  possession  of 
such  skill  only  as  is  necessary  to  adjust  the  crown  without  injury  to 
adjoining  parts,  together  with  such  knowledge  of  pathology  and  thera- 
peutics as  is  possessed  by  most  practitioners.  We  refer  now  to  porce- 
lain crowns. 

Originally  the  porcelain  crown  was  used  without  a  pin  baked  in  the 
substance  of  the  tooth.  The  tooth,  as  furnished,  had  a  depression  at 
the  base  in  which  a  small  hickory  peg  was  fitted,  and  this  was  fitted  to 
the  root  and  in  the  crown  by  means  of  cement. 

Of  late  years  a  great  variety  of  forms  in  porcelain  crowns  has  been 
furnished  by  the  manufacturers.  Those  in  greatest  popular  favor  are 
the  forms  in  which  the  platinum  post  is  baked  into  the  porcelain.  The 
Logan  crown  has  probably  been  used  more  extensively  than  any  other 
form.  For  crown  work  a  higher  fee  should  be  received  than  is  usual 
in  the  smaller  cities.  To  this  poor  remuneration  we  trace  the  exceed- 
ingly inferior  work  that  is  done  in  thousands  of  cases.     Crowns  are 

2C0 


THE   PRACTICE   BUILDER  20I 

selected  without  reference  to  an  approximate  match  in  color,  lack  all 
harmony  in  shape  and  size,  and  are  adjusted  without  regard  to  sym- 
metrical relation  to  the  other  teeth  or  to  the  root  of  the  tooth  crowned. 

The  crown  that  approaches  most  nearly  to  the  natural  tooth  in  color, 
size,  and  perfection  of  adjustment,  we  believe,  is  the  Richmond,  or 
back  and  solder  crown,  without  a  band.  These  crowns  are  constructed 
usually  with  little  trouble,  and,  after  being  constructed,  are  adjusted 
with  less  dif^culty  than  the  porcelain  crown.  They  are,  however,  more 
liable  to  fracture.  By  using  great  care  in  the  grinding  of  the  back  of 
the  face  to  almost  a  feather  edge,  and  adapting  pure  gold  backing  under 
the  platinum,  little  trouble  will  be  experienced.  A  natural  appearing 
and  permanent  crown  is  the  result.  We  do  not  approve  of  either  burnt 
or  other  kinds  of  fillings  on  porcelain  crowns.  The  practice  may  be 
pursued  where  detachable  crowns  are  used,  but  the  questionable  per- 
manency of  these  fillings  makes  their  employment  somewhat  doubtful. 

To-day  those  dentists  who  are  not  skilful  in  the  making  of  bridge 
v.'ork,  or  who  do  not  understand  it  thoroughly,  are  in  the  habit  of  ad- 
vising their  patients  to  use  teeth  mounted  on  plates  in  preference  to 
bridge  work.  This  has  deprived  thousands  of  persons  of  the  comfort 
and  advantages  of  this  superior  form  of  substitution.  The  construction 
of  bridge  work  is  really  so  simple  and  so  easily  understood  that  anyone 
familiar  with  the  usual  procedures  in  mechanical  dentistry  can  readily 
construct  crowns  and  bridges. 

When  a  case  presents  in  which  bridge  work  may  be  suitably  em- 
ployed, the  operator  should  call  the  attention  of  the  patient  to  its  ad- 
vantages, to  its  superiority  in  assisting  articulation  and  mastication,  and 
its  strength,  permanency,  and  cleanness  should  be  explained  at  length. 

In  performing  this  work  it  will  be  found  the  part  of  wisdom  to  make 
the  simpler  forms  of  bridge  work;  the  more  complicated  the  construc- 
tion, the  greater  the  liability  to  break  and  to  be  unsatisfactory.  The 
usual  forms  of  detachable  bridge  work  are  not  regarded  favorably  by 
experienced  operators,  save  in  exceptional  cases.  Most  of  the  failures 
in  crown  and  bridge  work  may  be  traced  to  complicated  construction. 
The  solidity,  masticating  power,  and  cleanness  of  the  work  are  greatly 
lessened  when  any  departure  is  made  from  the  true  principles  of  sta- 
tionary bridsre  work. 


202  IHK   PRACTICE   BUILDER 

The  charges  for  bridge  work  should  be  regulated  entirely  by  the 
fees  whicii  other  operators  of  equal  skill  and  reputation  receive.  Pro- 
fessional respect  cannot  countenance  any  tendency  to  the  use  of  inferior 
material  or  questionable  processes  to  enable  the  dentist  to  construct 
this  work  cheaper  than  its  importance  and  the  conditions  of  its  use 
demand. 

A  gold  crown  attached  to  an  anterior  tooth  is  an  outrage  against 
good  taste,  and  is  not  to  be  considered,  except  in  such  cases  as  may 
demand  its  use  for  the  insertion  of  bridge  dentures,  where  their  em- 
ployment cannot  well  be  avoided.  By  many  eminent  operators  it  is  con- 
sidered better  dentistry  to  cut  oflf  such  a  tooth  and  make  a  porcelain- 
faced  bridge  tooth. 

Gold  crowns  are  to  be  advised  in  all  instances  of  healthy  teeth  that 
have  become  so  weakened  by  refilling  as  to  make  the  insertion  of  an- 
other filling  questionable.  In  these  cases  a  gold  crown  will  preserve 
the  tooth  a  great  many  years  longer  than  could  possibly  be  done  by 
the  use  of  any  of  the  filling  materials.  By  many  practitioners  a  gold 
crown  is  not  used  anterior  to  the  second  bicuspid.  In  such  cases  as 
are  beyond  saving  by  use  of  filling  materials,  a  porcelain-faced  crown 
is  used  in  combination  with  gold  tip  or  backing,  or  an  all-porcelain 
crown  is  used. 

When  an  elderly  man  presents  himself  to  have  bridge  work  inserted, 
the  operator  should  not  allow  his  desire  to  make  a  pretty  piece  of  work 
run  away  with  his  judgment.  As  persons  advance  in  years,  the  teeth 
usually  become  elongated  and  stand  irregularly  in  their  relation  to 
each  other. 

Whether  the  case  be  in  the  upper  or  lower  arch,  the  practitioner  will 
be  wise  if  he  so  constructs  the  case  that  the  abutment  teeth  do  not 
carry  all  the  strain  of  supporting  such  pieces.  By  referring  to  the 
authorities  on  crown  and  bridge  work,  it  will  be  seen  that  combination 
plate-bridges  are  growing  in  popular  favor.  These  allow  of  a  great 
part  of  the  strain  being  taken  up  by  the  alveolar  ridge.  This  should 
be  the  case  especially  with  those  instances  where  there  is  a  long  space, 
as  from  a  third  molar  to  a  first  bicuspid  or  cuspid.  It  would  be  inviting 
failure  to  insert  a  bridge  piece  here  depending  only  upon  the  cuspid 
or  bicuspid  and  third  molar  for  support.     The  length  of  the  space,  its 


THE  PRACTICE  BUILDER 


203 


weight,  and  the  amount  of  strain  that  it  would  have  to  bear  in  masti- 
cation would  be  too  great  for  the  teeth  alone  to  bear. 

By  use  of  the  same  general  business  principles  as  those  which  gov- 
ern the  other  branches  of  practice,  it  is  easy  to  augment  the  amount 
of  bridge  work  done,  and  to  gain  such  prestige  for  this  branch  of  work 
as  to  secure  for  one's  office  the  lion's  share  of  it.  It  is  largely  a  matter 
of  educating  the  patrons  of  the  office  in  the  importance  of  the  work,  its 
permanency,  and  its  aid  to  perfect  articulation,  matters  concerning 
which  the  public  is  inadequately  informed. 


Esthetic  Operations 

"  Arf  imitait-s  nature  " 

A  dentist  must  be  an  artisan,  artist,  and  physician,  all  in  one.  He 
must  acquire  delicacy  of  touch  and  manipulative  skill  of  the  very  high- 
est order;  his  eye  must  be  trained  to  a  keen  perception  of  form,  color, 
and  harmony,  and  his  hand  to  execute  the  thoughts  of  his  brain. 

Dental  mechanics  are  many;  dental  artists  are  few.  One  of  the 
prerequisites  to  the  study  and  practice  of  dentistry  is  a  talent  for,  and 
knowledge  of,  art.  The  proportion  of  good  artists  who  could  have  made 
good  mechanics  is  very  large,  while  the  proportion  of  good  mechanics 
who  could  have  made  good  artists  is  very  small.  A  person  may  have 
great  mechanical  ability,  but  little  or  no  artistic  sense. 

There  are  few  dentists  who  have  the  proper  idea  of  proportion,  or 
feeling  for  color.  This  is  the  reason  why  we  see  so  many  mouths  filled 
with  abominably  unnatural-looking  artificial  teeth,  and  this  condition 
of  things  will  never  be  greatly  improved  until  more  attention  is  given 
to  art  in  this  department  of  practice.  It  would  be  useless  to  attempt 
to  develop  this  talent  in  every  dental  student,  for  probably  not  more 
than  one  in  fifty  could  respond  to  the  demand,  should  they  be  encour- 
aged to  follow  dental  prosthesis  as  a  calling. 

Dentistry  is  too  high  a  science  for  the  gross  and  unskilled  to  appre- 
ciate the  aesthetic  beauties  of  its  art.  The  modern  dentist  must  be,  in 
the  full  sense  of  the  words,  a  "  facial  sculptor,"  for  to  his  tender  care  and 
consideration  is  left  the  moulding  of  many  a  scowl  or  smile.  He  must 
appreciate  the  lines  of  beauty  in  expression,  and  discern  at  a  glance 
the  changes  necessary  in  the  different  physiognomies  to  make  them 
charming  and  inviting,  rather  than  repellent  and  false. 

A  mechanic,  pure  and  simple,  may  construct  a  set  of  teeth  and  make 

204 


THE  PRACTICE   BUILDER  205 

them  serviceable  to  the  wearer,  inasmuch  as  they  will  fit  and  be  strong 
and  useful  in  mastication.  But  only  he  who  has  the  artistic  feeling 
and  skill  will  be  able  to  select  his  materials  and  so  adapt  them  to  the 
mouth  that  they  will  harmonize  with  the  complexion  and  anatomy  of 
the  face  and  be  true  to  nature.  From  infancy  to  old  age  there  is  har- 
mony in  contour,  as  well  as  in  color,  and  there  is  change  and  adaptation 
of  one  to  the  other  at  every  stage  of  life.  The  hair  that  would  be  becom- 
ing to  a  girl  of  sixteen  would  not  be  suited  to  the  same  person  at  sixty. 
Hence  nature  changes  the  color  of  the  hair  to  be  in  keeping  Avith 
the  face  as  age  advances.  The  same  is  true  of  the  teeth;  all  change  and 
grow  old  together,  and  there  is  beauty  in  age  only  as  there  is  harmony. 
To  attempt,  therefore,  to  make  the  face  look  younger  or  more  attractive 
by  making  any  one  part  of  it  appear  younger  than  is  natural,  is  a  great 
mistake,  for  the  other  parts  suffer  by  an  inharmonious  contrast. 

The  exhibition  of  taste  does  not  relate  alone  to  the  construction  of 
artificial  teeth,  but  as  well  to  all  those  operations  which  relate  to  the 
repair  or  replacement  of  dental  organs.  Esthetic  operations  may  apply 
as  forcefully  to  the  filling  of  teeth  with  gold  as  to  any  other  procedure. 
.-Esthetic  operations  are  not  always  the  result  when  gold  is  used  to  fill 
the  teeth,  but  it  is  possible,  by  use  of  this  material,  to  obtain  results  quite 
as  pleasing,  from  the  stand-point  of  aesthetics,  as  from  the  use  of  many 
of  the  other  filling  materials. 

The  greatest  art  is  to  conceal  art,  and  it  is  in  this  respect  that  aesthetic 
operations  are  possible  by  use  of  gold.  Instead  of  a  tendency  to  conceal 
the  work,  where  anterior  teeth  are  filled,  it  is  more  often  the  custom  to 
exhibit  the  skill  by  a  display  of  gold  in  the  filling,  cutting  the  tooth  sub- 
stance more  from  the  labial  surface  than  from  the  palatal.  Careful 
wedging  previous  to  the  filling  operations  is  essential,  in  order  that  the 
least  amount  of  tooth  substance  may  be  sacrificed  in  the  operation  of 
preparing  the  cavity  for  filling,  and  to  enable  the  operator  to  have  thor- 
ough and  complete  access  for  the  placing  of  the  material.  Where 
extensive  decay  has  taken  place  in  the  anterior  teeth,  necessitating  the 
free  use  of  gold  to  restore  several  teeth  to  their  proper  contour,  it  is  the 
custom  with  operators  of  high  repute,  wdio  are  patronized  wholly  by 
persons  of  intelligence,  to  fill  such  teeth  with  cement  or  gutta-percha,  or 
to  crown  them  with  all-porcelain  or  porcelain-faced  crowns. 


2o6  THE  PRACTICE   BUILDER 

The  avoidance  of  large  gold  fillings  in  the  anterior  teeth  seems  to 
be  the  aim  of  the  better  class  of  operators.  The  aim  of  servant-girls 
and  others  of  their  class  is  to  shov^^  as  much  cheap  and  gaudy  jewelry 
as  possible,  and  to  have  large  gold  fillings  in  their  front  teeth  is,  accord- 
ing to  their  ideas  of  taste,  the  acme  of  refinement.  Gold  crowns  anterior 
to  the  bicuspids  are  often  suggested  by  persons  of  this  class.  Right- 
minded  dentists  will  refuse  to  cater  to  such  vulgar  taste.  Where  it  is 
necessary  to  place  a  crown  in  a  conspicuous  position,  good  taste  de- 
mands that  a  porcelain  crown  be  used. 

Gutta-percha  finds  many  champions  to  commend  it  for  filling  opera- 
tions where  it  may  properly  be  used  in  the  anterior  teeth. 

The  gradual  improvement  in  the  use  of  porcelain  inlays  leads  us 
to  express  the  hope  that  before  many  years  we  may  successfully  employ 
this  work  in  the  majority  of  cases  in  which  gold  is  now  used. 

Artistic  plate  work  is  the  exception  rather  than  the  rule.  The  poor 
remuneration  which  this  class  of  work  receives  is  such  that  few  men 
care  to  give  it  the  time  necessary  for  good  results. 

Continuous  gum  work  is  the  highest  refinement  in  artificial  substitu- 
tion for  full  dentures.  The  nearness  of  its  approach  to  the  appearance 
of  the  natural  teeth,  and  the  fact  that  each  tooth  is  separate  from  its  fel- 
lows, enables  the  dentist  to  articulate  it  as  he  chooses,  adding  greatly 
to  the  natural  appearance,  because  it  allows  an  imitation  of  those  slight 
natural  irregularities  that  are  the  rule.  The  natural  gum  color  of  the 
porcelain  at  the  labial  surface,  and  the  admirable  imitation  of  the  roof 
of  the  mouth,  make  this  work  the  most  artistic  and  most  to  be  desired 
of  all  complete  dentures. 

"  In  plate  work,  the  grinding  of  the  cutting  edges  to  produce  the 
appearance  of  a  natural  tooth  broken  or  bruised  by  abrasion  is  a  device, 
and  may  be  adopted  occasionally  with  much  benefit.  Not  that  there 
is  any  intrinsic  beauty  in  a  broken  tooth,  or  that  there  is  any  charm  in 
its  contrast  with  a  perfect  one;  but  the  eye  is  so  accustomed  to  these 
slight  defects  in  the  natural  teeth  that  it  comes  to  regard  them  as  allied 
to  nature. 

"  The  insertion  of  gold  fillings  in  exposed  portions  of  artificial  teeth 
is  another  trick  which  can  sometimes  be  made  available  with  propriety. 
In  the  construction  of  a  partial  set,  when  there  are  fillings  in  the  natural 


THE   PRACTICE   BUILDER 


207 


teeth  which  are  exposed  to  the  ordinary  observer,  harmony  suggests 
that  there  be  no  large  number  of  artificial  teeth  inserted,  perfect  in  their 
form  and  appearance.  It  is,  then,  eminently  proper  to  adopt  this  de- 
vice, but  the  filling  should  not  be  conspicuous  or  obtrusive.  In  making 
an  entire  set,  this  trick  has  little  to  recommend  it.  The  means  at  our 
command  in  such  cases  are  sufficient  to  enable  us  to  conceal  our  art 
without  resorting  to  the  questionable  device  of  suggesting  to  the  mind 
decay,  and  thus  deduce  the  inference  that  the  organs  are  natural.  In 
the  case  of  the  partial  set,  harmony  with  the  exposed  natural  teeth  may 
require  it,  but  in  an  entire  set  it  is  of  doubtful  propriety. 

"  Artificial  teeth  should  imitate  the  natural  organs,  yet  there  is  a  per- 
fection of  form  and  arrangement  which  it  is  not  advisable  to  imitate. 
To  disarm  suspicion  of  their  artificial  character,  it  is  often  desirable 
to  impart  a  measure  of  irregularity.  An  overlapping  lateral,  a  missing 
bicuspid,  a  worn  cuspid,  an  incisor,  bicuspid,  or  molar  apparently  de- 
cayed and  filled  with  gold,  an  exposed  neck  from  absorption  of  the 
alveolus,  are  among  the  legitimate  devices  of  the  skilful  mechanician 
who  has  the  art  to  conceal  art.  If  there  are  any  defective  natural  teeth 
remaining  to  be  matched,  still  higher  art  is  required. 

"  A  perfect  porcelain  incisor  is  no  fit  companion  for  one  that  is  partly 
broken,  decayed,  or  discolored;  and,  since  no  art  can  make  the  defective 
tooth  perfect,  and  yet  the  patient  retains  it,  there  is  no  alternative  but 
to  give  so  much  imperfection  to  the  artificial  one  as  shall  take  away  that 
striking  contrast  which  offends  our  aesthetic  sense." 

Esthetic  dentistry  finds  no  greater  opportunity  for  the  expression 
of  its  practitioners'  artistic  conceptions  than  it  does  in  those  operations 
which  relate  to  the  restoration  of  the  features,  or  their  appropriate  alter- 
ations by  changing  the  irregular  or  malposed  teeth  so  that  the  external 
appearance  may  be  made  to  conform  to  the  accepted  ideals  of  beauty. 
In  this  branch  of  the  art  the  public  has  in  recent  years  manifested  the 
deepest  interest,  and  specialists  in  it  have  been  accorded  the  highest 
appreciation  upon  the  successful  performance  of  the  work. 


The  Medicine  Chest 

"  Better  use  medicine  at  the  outset  than  at  the  last  moment  " 

Medication  becomes  more  and  more  important  from  year  to  year. 
The  more  or  less  empirical  methods  of  the  past,  so  far  as  treatment  of 
diseased  conditions  of  the  teeth  and  gums  are  concerned,  and  especially 
the  custom  of  extracting  unusually  troublesome  teeth,  has  been  super- 
seded by  the  more  professional  and  more  acceptable  practice  of  sys- 
tematic medication. 

The  additions  to  dental  materia  medica  have  been  rapid,  and  prompt 
adoption  has  followed  the  demonstration  of  their  efiEiciency.  The  re- 
sult has  been  a  gratifying  increase  of  confidence  in  the  dentist's  ability 
to  lessen  suffering  without  the  use  of  forceps,  and  the  people  are  more 
willing  that  the  dentist  should  use  medicines  for  their  relief. 

We  shall  present,  for  the  consideration  of  the  reader,  some  special 
facts  relating  to  medicaments  and  their  application,  together  with  such 
a  list  of  such  medicaments  as  are  necessary  for  daily  use,  and  for  emer- 
gency cases. 

The  medicine  chest  should  be  kept  away  from  instruments,  in  a 
compartment  in  wliich  nothing  else  is  stored.  A  convenient  cabinet  is 
a  small  wall-case,  which  should  be  placed  just  back  of  the  operating- 
chair.  Among  the  medicines  which  should  be  always  on  hand  are  the 
following: 

Aconite,  Dental  Tincture  of. — One  of  the  most  valuable  and  oftenest 
used  medicaments  in  the  dental  materia  medica.  To  those  who  do  not 
use  it,  we  urgently  advise  its  employment.  See  Flagg's  "  Pathology," 
Gorgas's  "  Dental  Medicine."  Clififord's  "  Manual." 

Aconitia  Ointment. — Very  useful,  and  efficacious  where  its  use  is 
indicated. 

208 


THE  PRACTICE   BUILDER 


209 


Arnica,  Tincture  of. — When  combined  with  water  this  is  especially 
indicated  in  cases  of  soreness  from  swelling. 

Capsicum  Bags. — These  should  always  be  kept  on  hand. 

Prepared  Chalk. — For  use  by  patients  having  filling  operations  per- 
formed, in  cases  where  there  is  extreme  sensitivity  of  dentine. 

Chenopodium  Album  (not  Officinal). — Styptic  and  haemostatic  for 
light-haired  patients.  When  this  medicament  is  needed,  it  is  needed 
iirgently.  In  the  special  cases  to  w^hich  its  use  is  recommended,  viz., 
haemorrhage  after  tooth  extraction  for  light-haired  persons,  it  is  be- 
lieved to  be  the  most  reliable  haemostatic,  and  to  many  of  the  foremost 
practitioners  has  proved  itself  worthy  of  the  very  highest  praise.  Many 
times,  in  the  treatment  of  dental  haemorrhages,  all  the  remedies  used  fail 
except  this  one. 

Erigeron  Canadense,  Tincture  of. — Styptic  and  hjemostatic  for  dark- 
haired  patients.  The  employment  of  this  medicament  is  similar  to  that 
of  the  Chenopodium  Album.  Doses  and  uses  the  same.  And  just 
as  it  is  of  vital  importance  to  have  the  one,  so  it  is  to  have  the  other. 

Iodine,  Dental  Tincture  of. — This  is  one  of  the  oftenest  used  in  the 
entire  range  of  dental  medicines.  It  should  be  used  with  great  care. 
There  is  no  medicament  about  the  office  that  is  more  dangerous  than 
this  in  the  matter  of  damage  to  instruments  and  appliances. 

Laudanum,  Aconite,  and  Chloroform  (equal  parts). — This  is  substi- 
tuted for  Aconitia  Ointment,  and  is  especially  useful  in  cases  of  neu- 
ralgic troubles  from  pathological  eruption  of  lower  third  molars. 

Potassium,  Bromide  of. — When  given  for  the  relief  of  dental  suffer- 
ing, at  least  forty  grains  should  be  administered,  and  more  if  the  patient 
is  accustomed  to  its  use.    It  should  be  administered  in  water. 

Potassium,  Permanganate  of. — This  is  used  in  strong  solution  for 
disinfecting  canals,  and  in  mild  solutions  for  sweetening  the  breath. 

Tannin. — Tannin  as  a  styptic  for  dental  uses  is,  by  general  consent, 
the  most  reliable  agent  for  use  in  haemorrhage  after  extraction.  This  is 
one  of  the  most  important  agents  in  the  medicine  chest,  and  should 
always  be  on  hand. 

Such  remedies  should  be  used  in  systemic  medication  as  the  indica- 
tions may  require.  The  systemic  influence  in  predisposing  the  dental 
apparatus  to  its  pathological  conditions,  Qr  in  adding  to  the  dental  dis- 


2IO  THE  PRACTICE   BUILDER 

turbancc  by  its  state  of  depression,  has  been  reeognized  by  all  thinking 
practitioners,  and  it  is  becoming  more  and  more  the  custom  to  treat 
systemically,  as  well  as  locally,  to  secure  the  best  results.  This  is  es- 
pecially true  in  periodontitis,  pathological  eruption  of  the  third  molar, 
and  disturbances  of  a  similar  character. 

In  these  instances,  one  of  the  most  important  considerations  is 
keeping  the  bowels  open ;  and  a  laxative  may  usually  be  given  with 
safety  in  any  of  the  conditions  which  necessitate  medication.  A  stock 
of  "  Dover's  powders  "  should  always  be  kept  in  the  medicine  chest, 
as  their  use  is  frequently  indicated,  especially  in  such  cases  as  are  char- 
acterized by  thumping  pains,  and  where  there  is  much  loss  of  sleep. 
W'hcxi  given  in  peridental  troubles,  it  is  the  custom  of  careful  practi- 
tioners to  have  the  patient,  just  before  going  to  bed,  put  the  feet  in  very 
hot  water,  until  perspiration  is  induced,  and  to  administer  a  mild  purga- 
tive the  next  day  to  counteract  the  efifect  of  the  opium. 

At  certain  periods  of  the  year  many  persons  sufifer  from  attacks 
of  the  grippe,  and  the  ill  effects  of  the  disease  are  usually  felt  for  some 
time  after  in  one  or  more  of  the  organs  in  the  domain  of  the  dentist's 
treatment.  Sometimes  the  teeth  or  face  may  be  affected,  and  it  is  proper 
for  the  operator  to  recognize  the  grippe  as  the  cause  of  such  discomfort, 
and  to  apply  such  medication  as  may  be  best  suited  to  the  case.  The 
disturbance  most  often  manifests  itself  in  the  cheek,  and  may  sometimes 
be  referable  to  a  tooth — usually  the  first  molar  above — but  an  examina- 
tion of  the  tooth  generally  results  in  its  being  found  in  good  condition. 
When  it  is  discovered  that  the  patient  has  been  a  recent  sufferer  from 
the  grippe,  it  would  be  expedient  to  employ  a  medicine  which  is  known 
to  lessen  the  suffering  from  such  disturbance,  without  producing  de- 
pressing or  unsatisfactory  after  effects.  Phenacetine  is  the  most  satis- 
factory medicine  that  can  be  used  in  these  cases.  Its  therapeutic  uses 
are  the  same  as  Acetanelid,  or  Antipyrine,  combining  the  virtues  of 
both  without  their  ill  effects.  Formulae  for  its  use  may  be  found  in 
Qifford's  "  Manual." 

There  should  always  be  at  hand  preparations  of  known  quality  as 
antiseptics,  germicides,  and  prophylactics.  Among  the  more  worthy 
of  such  preparations  should  be  mentioned  Borolyptol,  Euthymol,  and 
Listerine. 


THE  PRACTICE  BUILDER  211 

Besides  these,  there  should  be  some  good  preparation,  the  use  of 
which  is  beneficial  to  tooth  structure,  or  which  counteracts  hyper- 
acidity of  the  fluids  of  the  mouth.  Good  preparations  of  this  class  are 
"  Fellows'  Hypophosphites,"  and  "  Phillips'  Syrup  of  Wheat  Phos- 
phates," and  "  Phillips'  Milk  of  Magnesia."    See  Cosmos,  July,  1893. 

Those  who  are  in  the  habit  of  using  local  anaesthetics  for  the  ex- 
traction of  teeth  without  pain  will  find  it  necessary  to  keep  in  the  medi- 
cine chest  such  preparations  as  are  useful  in  counteracting  the  evil 
efifects  of  these.  For  this  purpose  a  new  hypodermic  syringe  should 
be  kept  ready  for  injections  of  brandy,  when  dangerous  symptoms 
manifest  themselves.  The  indications  for  prompt  action  on  the  part  of 
the  dentist  are  shown  by  pallor  and  the  complaint  that  the  patient  feels 
weak  and  sick  at  the  stomach,  while  the  face  and  forehead,  and  even 
the  hands,  are  covered  with  a  cold  perspiration,  and  the  heart's  action 
becomes  very  noticeably  depressed.  A  drink  of  brandy  may  be  given, 
the  patient  being  allowed  to  lie  down,  and  spirits  of  aromatic  ammonia 
being  held  to  the  nose.  It  has  been  our  practice  to  administer,  as  soon 
as  unfavorable  symptoms  become  apparent,  a  tablet  of  Strychnine  Sul- 
phate, one-fiftieth  grain.  This  quickly  dissolves  in  the  mouth  and  the 
action  is  almost  immediate. 

Nitrite  of  amyl  should  also  be  kept  for  similar  uses.  The  dangers 
of  local  anaesthetics  are  not  numerous,  so  far  as  fatal  results  are  con- 
cerned, when  it  is  remembered  how  many  thousand  times  they  are 
used  within  a  single  month,  but  the  unfavorable  symptoms  which  pre- 
sent themselves,  and  the  weakness  and  systemic  depression  which  the 
patient  sometimes  experiences,  is  such  as  to  be  harmful  to  the  dentist 
and  to  his  practice,  because  people  have  a  habit  of  talking  over  things 
they  do  not  know  anything  about,  and  are  usually  prompt  in  condem- 
nation of  the  anaesthetic,  while  knowing  absolutely  nothing  of  the 
patient's  physical  condition. 

Pyrozone  has  been  a  favorite  with  many  practitioners  for  all  the  uses 
for  which  Peroxide  of  Hydrogen  was  formerly  used.  There  are  three 
solutions  of  different  strengths,  one  a  three  per  cent,  of  H2  O2  in  water, 
the  other  two  having  five  per  cent,  and  twenty-five  per  cent,  of  H2  O2 
in  ether. 

The  ethereal  solutions  of  Pyrozone,  both  of  which  are  caustic,  have 


212  THE  PRACTICE   BUILDER 

been  found  to  be  of  value,  particularly  in  bleaching  teeth  and  in  Pyor- 
rhoea Alveolaris.  While  both  of  these  solutions  are  caustic,  yet  their 
action  is  not  so  deep  as  that  of  carbolic  acid  and  some  other  caustics. 
The  parts  may  be  much  whitened  from  the  use  of  the  ethereal  solutions, 
but  they  soon  resume  their  normal  appearance  without  any  apparent 
injury. 

Sodium  Peroxide  possesses  properties  similar  to  those  of  Hydrogen 
Peroxide,  and  is  in  addition  a  saponifier.  It  is  claimed  to  be  fully  as 
powerful  an  antiseptic  as  Hydrogen  Peroxide,  and  its  saponifying  prop- 
erties arc  considered  an  additional  advantage,  especially  in  the  treatment 
of  teeth  with  devitalized  pulps.  To  make  the  solution,  it  must  be  kept 
surrounded  with  ice  and  added,  little  by  little,  during  a  period  of  several 
hours.  A  proper  solution  will  not  result  unless  it  is  carefully  and  slowly 
made. 

Kalium  and  Natrium,  for  treating  teeth  with  devitalized  pulps,  was 
introduced  about  four  years  ago.  According  to  reports  of  those  who 
have  used  this  method,  it  would  seem  that  the  cleansing  of  root- 
canals  has  been  resolved  into  a  very  simple  operation.  It  is  used  by 
employing  two  parts  of  the  metal  Sodium  to  one  part  of  Potassium. 
Then,  b>  dipping  a  nerve  broach  into  it,  a  sufficient  amount  adheres; 
the  broach  is  then  carried  into  the  canals,  decomposition  takes  place 
at  once,  the  contents  of  the  canals  are  saponified,  and  to  some  extent 
expelled  from  the  canals.  The  canals  are  then  simply  washed  with 
warm  water  and  dried,  when  they  are  ready  for  filling. 

Sulphuric  acid,  for  gaining  entrance  to  small  canals,  in  twenty-five 
to  fifty  per  cent,  solution,  was  introduced  by  Dr.  Callahan.  It  is  also 
used  for  discovering  canals  that  cannot  be  found  in  the  ordinary  way. 
For  this  purpose  seal  the  acid  on  a  pellet  of  cotton  in  the  cavity  for 
twenty-four  hours,  then  remove,  and  the  cavity  w^ill  have  a  bleached 
appearance  and  the  small  canals  present  small  dark  spots.  These  may 
then  be  probed  and  a  little  acid  worked  up  into  the  canal  on  a  small 
broach;  then,  with  a  small  broach  or  a  small  reamer,  the  canals  may  be 
enlarged. 

Salol,  as  a  root  canal  filling  and  pulp  capping,  was  introduced 
by  Dr.  ]\Tascort,  of  Paris.  Salol  is  a  compound  of  salicylic  acid 
and  phenol,  containing  about  forty  per  cent,   of  the   latter.     It  is 


THE  PRACTICE  BUILDER.  213 

a  white  crystalline  substance,  somewhat  resembling  fine  common  salt. 
It  is  an  antiseptic,  non-irritant,  and  non-escharotic.  Salol  has  been 
used  as  a  root  filling  for  several  years.  It  is  used  by  first  melting  it,  and 
then  with  a  warm  hypodermic  syringe  have  a  fine  needle,  inserting  the 
needle  as  far  as  possible  and  injecting  the  salol,  and  then  slowly  with- 
drawing the  needle  and  at  the  same  time  keep  injecting  the  salol;  capil- 
lary force  will  hold  the  liquid  salol  in  position  until  crystallization  takes 
place.  In  fusing  the  salol  no  more  heat  should  be  used  than  just  suffi- 
cient to  melt  it,  else  crystallization  will  be  delayed. 

Trichloracetic  acid  is  used  principally  in  the  treatment  of  Pyorrhoea 
Alveolaris;  after  the  deposits  have  been  removed  and  the  pockets 
flooded  with  a  three  per  cent,  solution  of  Pyrozone,  the  acid  is  then 
introduced  into  the  pockets  of  the  teeth  by  means  of  the  hypodermic 
needle,  or  by  the  use  of  a  wooded  toothpick. 

The  remedies  available  for  our  purposes  are  innumerable.  A  thor- 
ough, minute  knowledge  of  all  of  them  is  very  desirable,  but  not  essen- 
tial. The  principles  governing  their  use  are  comparatively  few,  but 
the  thorough  mastery  of  every  one  of  them  by  him  who  wishes  to  be 
competent  is  absolutely  indispensable.  To  apply  remedies  without 
knowing  why  is  like  shooting  at  a  target  in  the  dark — very  apt  to  go 
wide  of  the  mark  and  do  no  good,  if,  indeed,  no  harm  result.  To  apply 
remedies  intelligently  requires,  first,  a  mastery  of  the  general  principles 
of  therapeutics;  next,  a  comprehension  of  the  pathology  of  the  case. 
A  thorough  knowledge  of  a  few  well-selected  remedies  is  better  than. 
a  flippant  familiarity  with  many. 


Antiseptic  Dentistry 

"New  disccn'eries  teach  new  duties'''' 

The  facts  established  by  scientific  research  in  dentistry  have  com- 
manded the  earnest  attention  of  the  profession,  especially  as  these  relate 
to  the  modes  of  treatment  wherein  antiseptics  play  an  important  part, 
and  to  phases  of  practice  wherein  sterilization  may  be  employed. 

Nothing  that  a  dentist  can  do  can  clinch  the  confidence  of  his  pa- 
tients more  firmly  than  an  eternal  vigilance  in  everything  that  relates 
to  the  cleanliness  of  himself,  his  instruments,  and  the  thoroughness  of 
his  operations  wherein  the  employment  of  cleansing  agents  may  be 
necessary. 

Among  the  essential  aids  to  the  successful  practice  of  antiseptic  den- 
tistry, the  following  suggestions  are  offered  as  affording  a  groundwork 
upon  which  to  begin: 

If  water  pressure  be  available,  there  should  be  a  fountain  cuspidor; 
if  not,  then  a  nickel-plated  one,  kept  partly  filled  with  water,  and 
cleansed  after  each  patient's  use,  and  daily  scalded,  should  be  em- 
ployed. Hot  water,  always  ready  for  use  upon  instruments,  and  for 
cleansing  the  hands  of  the  operator,  should  be  convenient.  There 
sliould  be  at  all  times  an  abundant  supply  of  napkins  and  towels,  and 
these  should  be  used  liberally  with  all  patients;  no  partiality  should 
be  practised  in  ihis  matter  of  cleanliness.  There  should  always  be  a 
clean  napkin  on  the  bracket  upon  which  are  laid  the  instruments,  and 
this  should  be  changed  often.  Many  dentists  use  merely  the  cloth  cover 
of  the  bracket,  which  becomes  stained  and  saturated  till  it  is  filthy  and 
imfit  for  use. 

An  indispensable  convenience  for  purposes  of  cleanliness  consists 
in  the  use  of  three-  or  four-  inch  squares  of  bleached  muslin.    In  remov- 

214 


THE  PRACTICE  BUILDER  215 

ing  tartar,  or  treating  a  case  of  Pyorrhoea,  one  of  these  squares  is  held 
in  the  left  hand,  to  hold  the  lip,  and  when  the  instrument  needs  wiping 
it  is  used  for  that  purpose,  and  consigned  to  the  waste  basket  and  fire. 
Using  them  for  wiping  burs  and  excavators,  for  stripping  soiled  cotton 
from  broaches  when  cleansing  pulp-canals,  for  absorbing  blood,  etc., 
laying  hold  of  loose  pieces  of  amalgam  or  tartar  in  the  mouth,  receiving 
the  tooth  just  extracted,  wiping  the  mouth-mirror  or  the  hand-glass; 
also  use  them  with  a  little  alcohol  or  chloroform  to  cleanse  the  points 
of  the  pliers  when  gummed  with  sandarac,  for  removing  dirt  from  the 
engine  hand-piece,  etc. 

A  great  convenience  consists  in  a  number  of  small  cups  or  jars  for 
holding  burs.  One  is  able  to  keep  them  assorted,  and  to  use  only 
those  which  are  clean.  As  a  rule,  when  a  bur  has  been  used  once  or 
twice  its  glory  has  departed,  and  it  should  go  at  once  into  the  waste 
box,  kept  for  those  which  may  be  worth  re-sharpening.  On  the  bracket, 
too,  should  be  a  receptacle  for  burs  which  have  just  been  used,  and 
which  one  may  wish  to  use  again  after  they  have  been  cleansed  and 
disinfected.  All  burs,  when  received,  either  new  or  re-sharpened, 
should  be  given  a  coat  of  some  disinfectant  oil,  for  insurance  against 
both  rust  and  infection,  and  the  rule  applies  equally  to  excavators, 
scalers,  forceps,  clamps,  etc.,  which,  after  cleansing,  are  put  in  place 
to  await  use. 

A  simple  and  convenient  device  for  the  use  of  heat  to  clean  instru- 
ments is  the  following:  Take  a  small  tin  or  copper  tea-kettle  having  a 
straight  spout.  Have  a  tinner  attach  to  the  lid  two  or  three  tubes  an 
inch  in  diameter,  and  long  enough  to  reach  nearly  to  the  bottom. 
These,  closed  at  the  bottom  and  opening  outward,  may  be  used  for  dry 
heat  or  oil,  while  all  the  long  instruments  may  be  dipped  in  boiling 
water  through  the  spout.  Any  sort  of  small  burner  will  keep  the  water 
at  the  boiling  point,  with  but  little  trouble  or  expense. 

A  special  apparatus  has  been  designed  for  the  purpose  of  steriliza- 
tion. It  is  known  as  the  "  Sailer  Sterilizer,"  designed  by  Dr.  Z.  T. 
Sailer,  of  New  York,  and  is  for  sale  by  dealers.  It  is  primarily  a  steril- 
izer, but  also  keeps  douche-water  for  the  mouth  at  proper  temperature, 
as  well  as  gutta-percha,  mouth  mirrors,  oil  of  cajeput,  or  any  medi- 
cine which  mav  be  desired  for  use  in  the  mouth  or  on  the  teeth.     It 


2i6  THE   PRACTICE   BUILDER 

also  has  an  apartment  with  hot  water  for  softening  modelling  com- 
pound, and  an  apartment  in  which  to  keep  instruments  for  working 
gutta-percha  at  an  even  temperature. 

An  inexpensive  apparatus  for  sterilizing  instruments,  costing  not 
more  than  fifty  cents,  is  described  as  follows:  Take  dry  sand,  bake  and 
sift,  procure  a  candy  jar  (one  with  a  large  mouth  is  best),  and  fill  about 
two-thirds  full  of  the  sand;  saturate  the  sand  with  a  one  per  cent,  solu- 
tion of  Trikresol,  and  you  have  your  apparatus  complete.  To  disinfect 
an  instrument,  plunge  it  into  the  sand,  letting  it  remain  a  few  moments, 
the  sand  mechanically  cleansing  it;  remove  the  instrument,  wipe  off 
the  sand,  and  it  is  thoroughly  sterilized. 

The  following  is  a  sterilizer  for  burs:  Take  one-half  drachm  of 
pure  Trikresol,  and  place  in  a  small  or  glass  salve  j-^r,  filling  the  balance 
of  the  jar  with  oil.  To  sterilize  a  bur,  first  clean  with  a  bur  brush 
(which  should  be  on  every  dental  engine),  then  drop  it  in  the  jar,  letting 
it  remain  until  you  have  completed  your  operation;  then  remove  and 
wipe  off  the  excess  of  oil ;  the  small  amount  of  oil  that  remains  on  the 
bur-shank  serving  to  keep  the  hand-piece  of  the  engine  well  oiled. 

It  has  been  shown  by  tests  and  experience  that  the  caustic  alkalies, 
as  well  as  their  carbonates,  possess  marked  germicidal  properties.  One 
of  the  most  manageable  and  satisfactory  agents  is  liquor  ammon.  fort. 
Instruments  soaked  for  a  few  minutes  in  a  rather  warm  aqueous  solu- 
tion of  ammonia  are  most  beautifully  cleansed  thereby  without  detri- 
ment to  their  polish  or  temper. 

The  advances  made  in  antiseptics,  so  far  as  they  relate  to  treatment 
of  diseased  conditions  of  the  teeth  and  jaws,  have  been  so  great  and 
rapid,  and  the  journal  and  book  literature  treating  upon  this  subject 
has  been  so  prolific  in  scientific  articles  of  merit,  that  we  refer  our 
readers  to  them  for  the  most  recent  deductions.  History  is  being  made 
so  rapidly  in  this  branch  of  practice  that  we  prefer  not  to  oflfer  any 
observations  relating  thereto.  New  remedies  are  adopted  with  such 
frequency  that  what  is  new  to-day  may  almost  be  said  to  be  old  to- 
morrow. Any  man  engaged  in  building  his  practice  and  extending  his 
reputation  cannot  fail  to  see  the  need  for  keeping  in  close  touch  with 
all  that  pertains  to  the  systematic  treatment  of  pathological  conditions 
by  employing  the  most  recent  preparations  for  such  use. 


Local  Anaesthetics 

"  Dull  narcotics,  numbing  pain  " 

No  other  article  in  demand  by  the  dental  profession  has  been  sub- 
jected to  the  attention  of  such  a  horde  of  fakirs  as  has  the  local  anaes- 
thetic. Beginning  ten  or  twelve  years  ago,  these  fakirs  circularized  the 
entire  country  with  printed  matter  concerning  the  virtues  of  their  won- 
derful preparations.  Being  an  article  for  which  the  dentist  had  constant 
use,  a  large  amount  of  money  was  made  by  many  of  these  persons. 
The  news  soon  spread,  and  shortly  the  dental  journals  had  more  ad- 
vertisements of  local  anaesthetics  than  of  any  other  specialty.  At  that 
period  the  local  anaesthetic  was  prepared  very  differently  from  the. 
present  manner.  The  proper  amount  of  cocaine  to  be  used  had  not 
then  been  clearly  established,  consequently  its  introduction  was 
accompanied  by  many  unfortunate  circumstances.  The  large  percent- 
age of  cocaine  used  was  out  of  all  proportion  to  the  requirements.  The 
nervous  systems  of  patients  were  affected,  and  there  were  more  local 
manifestations  of  extreme  pain,  swelling,  and  sloughing  of  the  gums. 

With  a  more  scientific  compounding  of  preparations,  successful  ex- 
traction of  teeth  without  pain  was  accomplished.  At  the  present  time 
less  than  one  per  cent,  of  cocaine,  in  combination  with  other  appropriate 
ingredients,  is  considered  an  amount  sufficient  to  secure  the  best  results, 
and  to  obviate  dangerous  manifestations.  There  are  several  very  good 
anaesthetics  on  the  market  in  which  no  cocaine  is  used. 

One  of  the  least  commendable  features  in  the  sale  of  these  prepara- 
tions was  the  practice  of  selling  exclusive  city  licenses,  with  a  certain 
amount  of  the  anaesthetic,  or  at  a  certain  price  irrespective  of  the  quan- 
tity of  the  anaesthetic  bought. 

Following  the  exclusive  right  feature,  a  premium  was  offered  to 

217 


2i8  THE  PRACTICE   BUILDER 

all  purchasers  of  stipulated  (|uantitics.  Those  premiums  were  of  great 
variety;  some  offers  included  au  ounce  of  cement,  some  a  set  of  teeth, 
some  a  hypodermic  syringe.  But  the  acme  of  audacity  was  reached  by 
the  individual  who  offered  to  every  purchaser  of  his  anaesthetic  a  cer- 
tificate so  nearly  like  a  regular  diploma  as  to  deceive  anyone  not  familiar 
with  the  ai)pearance  of  diplomas.  The  circular  stated  that  this  would 
be  a  great  advantage  to  such  dentists  as  had  never  attended  college. 

Nearly  all  the  circulars  issued  in  behalf  of  these  local  anaesthetics 
made  the  most  positive  statements  that  the  anaesthetic  contained  no 
cocaine.  Analysis  by  experts  revealed  the  fact  that  nearly  all  of  them 
depended  wholly  upon  cocaine  for  their  effect.  When  such  disregard 
for  truth  is  practiced,  it  is  small  wonder  that  the  journals  should  wage 
war  upon  the  vendors. 

It  has  been  suggested  from  time  to  time  that  there  should  be  some 
legal  restriction  against  the  manufacture  and  sale  of  these  anaesthetics, 
when  it  is  so  well  understood  that  their  claims  rest  upon  so  poor  founda- 
tions. More  than  this,  laws  should  be  directed  against  the  horde  of 
incompetent  men  who  travel  about  using  medicines  whose  ingredients 
are  not  understood  by  them,  and  whose  knowledge  of  physiology,  pa- 
thology, therapeutics,  and  materia  medica  is  usually  of  the  most  rudi- 
mentary nature.  The  deceptions  practiced  upon  the  public  have  been 
both  glaring  and  numerous.  Some  restrictive  measures  should  be 
adopted  to  rid  the  profession  of  these  pests. 

All  these  facts  being  admitted,  it  cannot  be  denied  that  the  local 
anaesthetic  has  come  to  stay.  The  local  anaesthetic,  properly  com- 
pounded and  properly  used,  will  be  productive  of  good  results.  Thou- 
sands who  would  not  take  gas  are  thus  handled  with  satisfaction  to 
themselves  and  with  credit  to  the  dentist.  Thousands  of  people, 
suffering  the  tortures  of  the  damned  with  their  decayed  and  broken- 
down  natural  teeth,  have  been  enabled,  by  use  of  local  anaesthetics,  to 
have  them  removed  and  artificial  ones  inserted.  Many  other  uses 
besides  the  extraction  of  teeth  have  suggested  themselves  to  prac- 
titioners, such  as  obtunding  both  external  and  internal  parts  of  the 
tooth. 

The  local  anaesthetic  is  to-day  used  in  the  highest  class  practices  in 
the  largest  cities,  as  well  as  the  smaller  ones. 


General  Anaesthetics 

"  Sweet  sleep  !  whatever  form  thou  takest,  thou  art  fair  " 

The  employment  of  general  anaesthesia  in  the  performance  of  oper- 
ations in  surgical  dentistry  has,  with  the  advance  made  in  the  use 
of  local  anaesthetics,  been,  to  a  very  great  extent,  abandoned.  The 
use  of  Chloroform  for  the  extraction  of  teeth  was  very  general  in  the 
early  days,  and  is  still  used  in  rural  districts.  The  use  of  Nitrous  Oxide 
has  been  responsible  for  the  abandonment  of  Chloroform  as  an  anaes- 
thetic in  the  extraction  of  teeth.  Being  safer  by  far,  producing  its 
effects  in  less  time,  and  with  no  unpleasant  manifestations,  it  is  not 
strange  that  it  should  supplant  Chloroform  as  a  safe  and  reliable  aid  to 
the  performance  of  the  short  operations  of  dental  surgery. 

Chloroform  is  the  most  potent  and  agreeable  anaesthetic,  but  the 
most  dangerous,  and  is  one  at  which  death  may  occur  at  any  and  every 
stage  of  inhalation.  Chloroform  kills  so  suddenly  that  no  skill  can 
guard  against  a  fatal  result.  Another  disadvantage  of  Chloroform  is 
its  high  boiling  point,  requiring  a  great  amount  of  heat  and  vital  force 
to  exterminate  it  from  the  body,  so  that  it  is  probably  never  entirely 
eliminated  by  the  lungs,  but  only  with  the  aid  of  all  excreting  organs. 

Almost  all  anaesthetics  may  kill  during  the  first  stage  by  asphyxia; 
the  air  may  be  highly  charged,  even  saturated,  with  the  agents;  so 
much  so  that,  owing  to  its  pungency,  it  cannot  be  breathed,  and,  if 
forced  upon  the  patient,  stifles  and  sufifocates  him  in  exactly  the  same 
manner  as  would  sulphur  burned  under  his  nostrils;  death  would  thus 
occur,  without  much  of  the  anaesthetic  having  entered  the  lungs. 

Owing  to  the  danger  which  accompanies  its  use,  Chloroform  should 
not  be  administered  when  other  anaesthetics  are  available,  or  unless  the 
circumstances  are  such  that  without  it  the  shock  of  the  operation  might 

219 


220  THE    PRACTICE    BUILDER 

kill  the  patient.  Chloroform  can  cause  death  at  the  first  inspiration. 
Ether  is  less  dangerous. 

It  has  been  found  that  no  anaesthetic  is  perfectly  safe,  under  all  cir- 
cumstances, in  all  conditions  of  health,  or  in  the  peculiar  environment 
of  all  individuals.  Children  are  no  exception  to  this  rule;  healthy  and 
well-nourished  children,  in  well-ventilated  and  sanitary  homes  and  hos- 
pitals, can  inhale  Chloroform  with  comparative  safety.  Those  of  deli- 
cate organization,  or  subject  to  constitutional  diseases  in  which  the 
lungs,  brain,  or  abdominal  organs  are  impaired,  are  not  fit  subjects 
for  any  general  anaesthetic,  but  should  be  treated  by  means  of  a  local 
one;  or,  when  this  is  not  possible,  it  is  safer  and  better  to  use  Nitrous 
Oxide. 

Out  of  twenty-seven  cases  of  death  by  Chloroform,  the  cause  of 
death  in  fourteen  cases  was  given  as  collapse ;  in  two  cases,  shock ;  one 
case,  syncope;  three  cases,  asphyxia;  five  cases,  disease  or  paralysis  of 
the  heart,  and  two  cases,  chloroform  poisoning. 

The  dangers  from  Chloroform  are  so  great  that  it  would  appear  un- 
necessary to  discuss  the  inadvisability  of  its  employment  by  the  dentist 
in  small  operations.  The  responsibility  attending  the  use  of  anaesthetics 
is  great,  as  frequently  personal  and  professional  reputation  is  at  stake ; 
it  is  therefore  always  better,  in  the  administration  of  an  anaesthetic 
to  a  female,  to  have  some  reliable  person  present.  This  is  especially 
necessary  where  Ether  or  Chloroform  is  employed. 

Ether,  although  much  safer  than  Chloroform,  finds  little  more  to 
recommend  it  for  the  short  operations  which  occur  in  an  average  dental 
practice.  Its  record  is  very  much  better  than  that  of  Chloroform,  but 
the  necessity  for  its  use  is  not  apparent  in  the  great  majority  of  cases. 

The  action  of  Nitrous  Oxide  is  prompt,  effective,  and  is  attended 
with  slight  discomfort,  so  that  its  employment  where  a  general  anaes- 
thetic is  needed  is  to  be  commended. 

The  training  in  the  colleges  of  dentistry  in  anaesthetics  and  anaes- 
thesia is  systematic  and  thorough;  so  far  as  we  are  able  to  learn,  more 
attention  is  given  the  subject  in  schools  of  dentistry  than  in  the  medical 
colleges;  yet  it  is  suggested  that  a  physician  be  present  during  the  ad- 
ministration of  general  anaesthetics  by  dentists.  The  dentist's  teaching 
in  this  direction  combines  all  that  relates  to  the  manufacture  of  anaes- 


THE    PRACTICE    BUILDER  221 

thetics,  together  with  the  diagnosis  of  such  diseases  and  affections  as 
prohibit  their  use.  Added  to  this  is  the  fact  that  the  dentist  is  brought 
into  daily  contact  with  anaesthetics,  using  them,  as  he  does,  with  great 
frequency,  especially  the  Nitrous  Oxide  in  tooth  extraction. 

The  dentist  cannot  afiford  to  use  any  anaesthetic,  either  general  or 
Jocal,  if  it  has  a  bad  record  or  causes  unpleasant  effects,  either  systemic 
or  local.  Such  things  are  exceedingly  hurtful  to  a  practice,  and  their 
occurrence  with  more  than  ordinary  frequency  cannot  but  be  followed 
by  unfavorable  comments  on  the  practitioner. 


Office  Business  Fittings 

"  Mill  of  incthod  and  of  system  rule  the  7uorld  " 

The  confusion  that  prevails  in  some  dental  offices  in  regard  to  con- 
venient means  of  arranging  the  business  side  of  their  work  results  in 
continually  playing  at  cross  purposes. 

Disorder  is  incompatible  with  any  attempt  at  promptly  or  systemat- 
ically putting  into  execution  any  of  the  factors  which  we  have  mentioned 
as  having  a  bearing  on  the  prestige  of  the  practice.  These  things  can- 
not be  effectively  done  without  having  a  proper  office  equipment  for  the 
work.  Few  dentists  seem  to  realize  this  fact.  They  go  on  from  year 
to  year,  blindly  self-satisfied  to  let  the  office  run  itself,  and  allow  the 
little  details  which  might  be  made  powerful  aids  to  personal  advance- 
ment to  be  neglected  or  fall  into  disuse. 

Systematic  men  are  always  in  closer  touch  with  every  detail  than 
slip-shod,  lackadaisical  individuals  who  know  little  of  their  business 
except  that  on  a  certain  day  they  are  going  to  perform  an  operation  for 
Miss  Jones,  and  forget  all  about  it  after  the  work  has  been  done,  and 
know  little  and  care  less  about  the  probable  need  for  seeing  it  again  to 
observe  its  condition. 

There  are  few  dentists  who  have  any  conveniences  in  their  offices 
in  the  way  of  business  fittings,  other  than  those  which  are  afforded  by 
small  and  poorly  arranged  cabinets  and  drop-leaf  desks.  These  are 
wholly  inadequate  to  the  demands  of  any  dental  practice  large  enough 
to  pay  the  office  rent. 

A  desk  should  be  of  such  size  as  to  accommodate  all  the  books  and 
paraphernalia.  A  large,  well-made  and  well-finished  desk  adds  a  busi- 
ness-like air  to  the  dental  office.    When  people  see  an  office  fitted  up 

222 


THE    PRACTICE    BUILDER 


223 


appropriately,  it  makes  them  think  that  the  dentist  has  a  good  practice, 
and  it  looks  as  if  he  knew  how  to  attend  to  his  business. 

A  roll-top  desk  is  the  most  desirable.  By  merely  letting  the  roll 
down,  everything  is  out  of  view,  and  at  the  same  time  safely  locked  in 
place.  A  very  desirable  size  for  a  roll-top  desk  is  fifty-four  inches  long, 
thirty-two  inches  wide,  and  fifty  inches  high,  thus  allowing  for  a  high 
roll.  This  also  usually  allows  for  a  cupboard  at  one  of  the  sides  or 
back,  wherein  may  be  placed  books  of  record  which  have  been  filled, 
but  which  must  be  at  hand  for  reference.  Such  a  desk  can  be  had  for 
from  twenty  to  twenty-five  dollars,  but  we  do  not  believe  they  are 
usually  for  sale  at  furniture  stores.  They  must  be  bought  direct  from 
the  manufacturers.  They  are  usually  fitted  with  sixteen  or  more  pigeon 
holes,  and  with  several  larger  spaces  where  books  of  record  may  be  kept. 
In  the  centre,  between  the  pigeon-holes,  are  places  for  such  papers,  etc., 
as  should  be  at  hand  for  use,  such  as  bill-heads  and  note-heads.  Pen 
racks,  paper  racks,  and  drawers  are  usually  fitted  in  the  top  part  of  these 
desks,  and  extension  slides  for  writing  are  fitted  in  the  front.  Large, 
commodious  drawers  are  placed  in  either  one  of  the  bases,  some  of 
which  are  fitted  with  suitable  partitions,  and  here  may  be  placed  the 
cards  mentioned  in  the  chapter  on  "  The  Use  and  Abuse  of  Credit," 
also  those  mentioned  in  "  Holding  Patronage."  The  uses  for  the  larger 
drawers  will  suggest  themselves. 

There  should  be  some  adjunct  for  filing  the  invoices  and  such  other 
papers  as  it  is  necessary  to  keep  for  reference.  This  is,  of  course,  best 
done  by  use  of  separate  files,  keeping  kindred  matters  by  themselves. 
There  should  be  one  file  for  invoices,  and  in  this  appropriately  indexed 
file  nothing  else  should  be  kept  but  the  bills  rendered  to  the  dentist. 
There  should  also  be  one  file  for  letters,  and  in  this  should  be  kept 
the  business  letters  of  the  practice.  One  file,  labelled  "  Private,"  should 
contain  personal  matters  of  interest  only  to  the  practitioner  himself. 
Another  file  containing  matters  of  special  interest,  such  as  printed  mat- 
ter, etc.,  should  be  labelled  either  "  Special  "  or  "  Miscellaneous."  One 
file  should  be  kept  for  "  Unfinished  Work  "  or  "  Unanswered  Letters." 

By  this  means,  all  papers  relating  to  the  business,  as  disinguished 
from  those  relating  to  patients,  are  kept  in  one  department  of  the  desk, 
where  they  are  not  in  danger  of  becoming  mixed  with  the  others. 


224  THE    PRACTICE    BUILDER 

In  the  ilesk  which  we  use  there  are  sixteen  pigeon-hole  boxes,  twelve 
of  which  are  fitted  up  with  pigeon-holes,  and  four  of  which  are  used  for 
envelopes.  The  pigeon-hole  boxes  are  labelled  with  the  name  of  what- 
ever thev  contain.  In  one  we  keep  the  examination  cards,  which  have 
been  made  out  and  placed  in  envelopes  ready  to  mail  the  next  month. 
In  another  the  cement  cards,  made  out  and  inclosed  in  their  addressed 
envelopes,  and  ready  to  mail  the  following  month.  In  another  we  keep 
such  documents  as  insurance  policies  and  the  like.  Another  is  used  for 
miscellaneous  matters  that  are  too  small  to  place  in  the  desk  files.  The 
extracting  slips  which  we  record  on  the  smallest  examination  blanks  are 
also  kept  in  one  of  the  pigeon-hole  boxes. 

As  we  till  up  our  pocket  note-books,  we  are  in  the  habit  of  placing 
the  filled  book  in  one  of  the  pigeon-hole  boxes  until  such  time  as  the 
matter  can  be  separated  and  put  on  individual  slips,  and  filed  under  their 
appropriate  subjects  in  our  portfolio  scrap-book,  in  which  are  fifty 
separate  envelopes,  allowing  for  keeping  several  thousand  notes  on 
almost  as  many  subjects.  This  is  known  as  "  Breed's  Portfolio  Scrap 
Book."  and  is  made  by  the  Bowen-IMerrill  Co.,  Indianapolis,  Ind.  The 
price  is  three  dollars. 

Then  we  have  one  pigeon-hole  box  labelled  "  Xotes,"  and  in  this 
we  place  such  notes  as  we  have  made  in  the  office  during  the  day,  on  the 
small  desk-pads  always  at  hand.  In  another  pigeon-hole  box  w-e  keep 
natural  teeth  extracted  from  persons  who  intend  to  wear  artificial  teeth. 
An  envelope  bearing  the  person's  name  and  address  and  the  date  on 
which  the  teeth  were  extracted,  also  the  number  of  teeth,  is  sealed  and 
placed  in  the  pigeon-hole  box  until  such  time  as  the  same  may  be  needed 
for  reference  in  selecting  the  artificial  teeth. 

Where  it  can  be  aflforded,  a  copying-press  and  stand  are  useful  ad- 
juncts to  an  office  having  a  large  correspondence.  A  large  revolving, 
cushioned  office  chair  is  almost  a  necessity  to  one  who  uses  an  office 
desk.  A  pamphlet  and  catalogue  file  is  a  very  convenient  method  of 
keeping  all  the  catalogues  and  circulars. 

The  most  convenient  and  useful,  and,  in  fact,  the  most  indispensable 
adjunct  to  a  desk,  or  which  can  be  used  without  the  desk,  is  a  desk  file; 
this  is  a  specially  constructed  file  for  use  on  the  desk,  having  its  own 
case.    It  is  of  a  convenient  size,  is  beautifully  finished  in  polished  wood, 


THE    PRACTICE    BUILDER  225 

and  can  readily  be  placed  out  of  the  way  in  one  corner  of  the  desk.  This 
file  is  an  essential  feature  of  the  system  of  examinations  relating  to  the 
general  examinations  of  the  teeth  of  those  under  regular  care,  those 
who  have  cement  fillings,  and  those  who  wear  bridge  work.  This  desk 
file  is  arranged  with  twelve  indexed  leaves,  each  one  representing  one 
month  of  the  year.  It  is  also  indexed  with  thirty-one  leaves  represent- 
ing the  days  of  the  month.  Between  the  days  of  the  month  are  other 
leaves  indexed  with  the  letters  of  the  alphabet.  On  all  the  leaves  except 
those  representing  the  months  of  the  year  are  ruled  lines  so  that  the 
file  may  also  be  used  for  recording  any  special  information.  Thus  we 
see  there  is  in  one  file  a  complete  compound  indexed  file  in  which  may 
be  placed  all  papers  of  a  month,  so  conveniently  as  to  avoid  all  confu- 
sion, and  do  away  with  spindles  and  other  contrivances  that  are  un- 
sightly and  unsystematic,  and  that  take  up  room. 

The  uses  to  which  this  desk  file  can  be  put  are  as  follows :  Suppose, 
for  instance,  that  March  is  the  current  month.  We  take  the  mail  as  it 
is  received  in  the  morning  and  put  the  invoices  for  goods  bought,  or 
other  accounts  which  we  owe,  and  place  them  in  the  March  space.  We 
take  the  letters  from  our  correspondents,  business  or  otherwise,  and 
place  them  under  the  letter  indicated  by  the  letter-head.  The  sheets 
representing  the  days  of  the  month  are  to  be  used  for  such  matters  as 
relate  to  the  day  of  a  month;  thus  some  business  which  is  to  be  at- 
tended to  on  the  loth  may  be  indicated  by  placing  a  slip  in  this  date, 
or  by  writing  on  the  ruled  lines  for  this  purpose.  At  the  end  of  the 
month  the  bills  are  taken  from  the  INIarch  space,  entered  in  the  bill-book, 
checked,  and  transferred  to  their  appropriate  letter  in  the  invoice  file. 
The  letters  are  likewise  transferred  to  their  proper  letter  in  the  file 
drawer  marked  "  Letters."  All  other  matters  that  do  not  come  under 
the  head  of  letters  or  invoices  are  likewise  transferred  to  an  appropriate 
file  in  the  base  of  the  desk. 

The  notes  made  on  the  sheets  representing  the  days  of  the  month 
should  be  erased  as  fast  as  they  are  attended  to,  thus  making  the  file 
ready  for  the  next  month. 

The  special  and  most  important  use  of  this  desk  file  is  as  a  means  of 
promptly  and  methodically  sending  out  the  examination  cards  and  re- 
minder cards,  shown  in  the  chapter  on  "  Holding  Patronage."    We,  of 


226  THE    PRACTICE    BUILDER 

course,  get  our  list  of  names  of  those  whose  teeth  we  wish  to  examine 
from  the  operating  record  book,  and  place  them  in  the  examination 
book  described  in  the  chajiter  on  "  Records."  From  this  we  fill  out 
the  cards  with  the  names  of  the  patients,  and  the  lady  assistant  fills  in 
the  blanks  with  reference  to  date  on  which  the  last  work  was  performed. 
The  cards  are  then  i)laccd  in  the  index  slips,  which  have  the  day  of  the 
month  printed  on  them,  at  the  proper  date,  which  should  be  about  ten 
days  before  the  date  on  which  the  examination  is  to  be  made,  so  as  to 
give  the  patient  sufficient  notice  in  advance.  The  reminder  card  should 
be  placed  in  the  index  one  day  ahead  of  the  date  on  which  the  examina- 
tion is  to  be  made,  so  that  it  can  be  mailed  so  as  to  reach  the  patient 
the  afternoon  of  the  day  before  the  teeth  are  to  be  examined. 

The  same  operation  pertains  to  the  examination  of  the  teeth  with 
reference  to  the  cement  fillings,  that  has  been  said  of  the  examination 
cards  and  reminder  cards.  The  reminder  card  for  cement  may  be  sim- 
ilar to  that  for  examinations,  or  it  may  be  different,  as  may  seem  best. 

Bridge  work  may  also  be  examined  at  appropriate  intervals  by  use 
of  such  cards,  and  after  the  same  manner  as  indicated  herein.  W'hen 
there  is  a  large  amount  of  plate  work  done,  the  record  of  the  extracting 
may  also  be  written  on  a  small  slip,  and  this  slip  placed  in  the  month  in 
which  the  plate  is  to  be  made,  say  for  instance,  three  or  four  months 
ahead;  and  when  that  month  becomes  the  current  one  the  slip  is  trans- 
ferred to  the  proper  date  and  the  patient  notified  by  mail  to  call  and 
have  the  mouth  examined  to  see  if  it  is  ready  to  have  the  plate  inserted. 

A  dozen  other  uses  for  this  file  may  suggest  themselves  to  our 
readers.  What  we  here  offer  has  been  used  by  us,  and  we  have  found 
it  very  convenient,  and  would  not  attempt  to  carry  such  details  in  the 
memory.  By  this  method  all  worry  is  avoided.  Everything  comes  be- 
fore one  at  just  the  right  time. 

The  desk  which  wc  have  mentioned  can  be  bought  for  twenty-five 
dollars.  The  file  drawers  for  the  desk  can  be  had  at  an  additional  ex- 
pense of  five  dollars,  and  in  a  special  desk  fitted  for  their  use.  The  desk 
file  for  use  with  the  record  cards  enumerated  costs  three  and  a  half  dol- 
lars, and  can  be  had  of  the  American  Dental  Publishing  Company.  The 
pigeon-hole  boxes  are  furnished  with  the  desk.  A  revolving  chair  can 
be  had  for  about  five  dollars.    When  such  a  complete  outfit  can  be  had 


THE    PRACTICE    BUILDER 


227 


for  such  a  very  reasonable  price,  no  one  who  appreciates  method  and 
system  can  wish  to  go  longer  without  means  of  thus  conducting  his 
business  in  a  business  manner.  With  a  desk  fitted  up  as  we  suggest,  a 
methodical  way  of  thinking  will  result;  or,  rather,  one  will  have  more 
time  to  think  and  many  valuable  ideas  may  result.    Try  it. 


The  1  ypewriter  and  its  Uses  in  Dentistry 

"  A  modern  7iecessiiy  " 

At  this  late  day  any  argument  in  favor  of  the  typewriter  as  a  labor- 
saving  device  is  superfluous.  It  is  too  well  established  to  need  any 
introduction.  Its  employment  is  almost  universal.  No  well-conducted 
business  establishment  can  be  considered  up-to-date  without  it.  Among 
the  professions  it  is  in  use  by  ministers,  to  put  their  sermons  in  read- 
able shape,  and  by  attorneys  for  all  the  work  done  by  the  hand  and 
pen.  By  the  medical  profession  its  adoption  has  been  less  rapid, 
chiefly  for  the  reason  that  the  busy  practitioner  has  little  time  for  its 
use,  except  when  an  assistant  is  employed.  Among  dentists  its  use 
is  as  limited  as  it  is  in  the  medical  profession,  this  being  largely  due  to 
the  fact  that  dentists  do  not  recognize  its  helpfulness,  rather  than  that 
it  has  no  application  to  their  work. 

The  price  at  which  a  really  good  typewriter  is  sold  has  made  its  use 
by  many  dentists  out  of  the  question,  but  more  recently  the  liberal  terms 
which  the  manufacturers  offer  to  responsible  persons  has  made  it  pos- 
sible for  many  to  purchase  machines  who  could  not  otherwise  afford 
them.  At  present  the  practice  is  to  pay  a  portion  of  the  price  in  cash 
and  the  balance  in  monthly  instalments  of  five  or  ten  dollars. 

New  typewriters  are  to  be  had  at  from  $8  to  $ioo.  First-class  type- 
writers can  be  rented  at  from  $3.50  to  $5  per  month. 

There  are  in  several  of  the  larger  cities  firms  which  make  a  business 
of  buying,  selling,  exchanging,  and  renting  typewriters,  and  anyone 
desirous  of  getting  a  good  machine  cheaply  can  do  so  with  safety,  as 
the  firms  are  reliable  and  long  established.  Machines  which  are  just 
as  good  as  new  are  sold  at  a  very  great  discount  from  their  cost  price, 

228 


THE    PRACTICE    BUILDER 


229 


and  the  highest  priced  and  best  makes  can  be  had  at  from  one-half  to 
three-fourths  of  the  price  of  the  new  machine.  Where  satisfactory  ref- 
erences are  given,  a  really  good  machine  can  be  had  at  a  very  low  figure, 
and  payment  can  be  made  in  such  sums  as  will  not  inconvenience  the 
purchaser. 

In  many  instances  it  is  possible  to  have  a  typewriter  arranged  so 
that  the  symbols  used  in  writing  prescriptions  can  be  attached  to  some 
of  the  keys.  This  is  a  decided  advantage.  In  most  of  the  "  type-wheel  " 
typewriters  a  special  wheel  is  furnished  upon  which  these  symbols  are 
cast. 

Where  a  lady  assistant  is  employed,  the  typewriter  will,  of  course, 
be  attended  to  by  her. 

All  orders  for  dental  goods  should  be  written  on  the  typewriter, 
using  a  copying  ribbon,  and  copied  in  a  letter  copying-book.  In  this 
way  a  complete  record  is  kept  of  every  order,  and  mistakes  are  often 
prevented.  Half  letter-heads  should  be  used  to  write  the  orders  on, 
as  they  are  better  adapted  to  the  copy-book. 

The  correspondence  should  also  be  attended  to  by  use  of  the  type- 
writer, as  it  gives  tone  to  the  letters  and  is  an  indication  of  business 
and  method. 

On  the  first  of  every  month  the  bills  should  be  filled  out  on  the 
typewriter.  It  is  much  more  effective  than  the  hand-written  bills,  and 
is  neater  in  appearance.  Any  articles  intended  for  publication,  or  that 
are  to  be  read  before  a  society  meeting,  should  be  typewritten,  as  the 
clearness  of  print  is  an  aid  to  one  not  thoroughly  accustomed  to  reading 
from  manuscript. 

Most  dentists  have  a  large  number  of  receipts  and  formulae  which 
are  of  value,  and  which  should  be  preserved  in  better  form  than  pen 
or  pencil  notes.  The  typewriter  is  of  great  assistance  in  printing  these 
in  such  shape  as  will  keep  them  permanently  in  legible  style  without 
danger  of  erasure  or  fading. 

In  filling  out  the  cards  shown  in  the  chapter  on  "  Holding  Patron- 
age," the  typewriter  is  of  great  utility,  and  the  work  is  much  more  effec- 
tively done  than  if  the  dates  and  names  were  inserted  in  handwriting. 

The  lady  assistant  should  be  directed  to  look  over  the  notes  taken 


230  THE    PRACTICE    BUILDER 

at  college.    Among  these  are  always  to  be  found  some  valuable  pointers 
that  one  cannot  afford  to  lose. 

A  typewritten  letter  should  accompany  the  first  cards  sent  out,  as 
mentioned  in  the  chapter  referred  to,  as  well  as  one  which  should  accom- 
pany "  The  American  Dental  Instructor  "  when  it  is  sent. 


The  Dental  Journals 

"  Mirrors  that  reflect  progress  " 

The  establishment  of  the  dental  journal  was  one  of  the  greatest 
factors  in  the  advance  of  dentistry,  and  in  giving  to  it  a  professional 
foundation.  Prior  to  it  dentistry  was  a  trade,  to  follow  which,  in  the 
minds  of  many,  no  special  training  was  necessary.  The  dental  journal 
changed  all  this,  and  afforded  to  the  earnest  practitioners  of  the  young 
profession  a  medium  for  the  interchange  of  thought  and  experience. 
The  trade  of  dentistry  was  gone,  and  the  profession  of  dentistry  began. 

During  the  same  year  that  the  dental  journal  was  established — 1839 
— the  first  dental  college  was  opened,  and  shortly  after,  the  first  dental 
society  was  organized.  Thus  the  three  elements  of  professional  life, 
professional  activity,  and  professional  progress  were  contemporaneous 
and  cooperative  in  giving  to  dentistry  and  to  its  practitioners  a  new 
standing  in  the  eyes  of  the  world,  divorcing  it  from  trade  and  em- 
piricism. 

Few  of  the  dental  journals  of  those  early  days  are  still  in  existence, 
but  it  is  interesting  to  note  that  the  first  one  established  is  still  pub- 
Hshed — TJie  American  Joitrnal  of  Dental  Science.  There  are  now  in 
the  United  States  thirteen  monthly  magazines,  three  bi-monthlies,  and 
six  quarterlies.  England  has  two  monthlies  and  one  semi-monthly. 
France  has  five  monthlies.  Germany  has  three  weeklies,  two  monthlies, 
on  bi-monthly,  and  one  quarterly.  Austria  has  one  bi-monthly  and  one 
quarterly.  Holland  has  one  monthly.  Switzerland  has  one  quarterly. 
Sweden  has  one  quarterly.  Italy  has  one  bi-monthly  and  one  quarterly. 
Denmark  has  one  monthly.  Russia  has  one  monthly.  Spain  has  two 
monthlies.  Norway  has  one  monthly.  Finland  has  one  quarterly. 
Cuba  has  one  monthly.    Japan  has  two  journals.    The  United  States  of 

231 


232  THE    PRACTICE    BUILDER 

Colombia,  Soutli  America,  has  one  journal.     Thus  we  see  that  the 
dentists  in  all  parts  of  the  world  are  properly  represented  by  dental 

journals. 

The  books  and  journals  of  a  profession  represent  its  literature. 
Books  present  maturer  thought  in  more  concise  form.  A  great  deal 
that  is  of  little  value  finds  its  way  into  the  journals.  Many  articles  are 
mere  impressions  of  the  writer,  upon  some  matter  comparatively  new 
to  him,  but  which  he  deems  to  be  of  interest  to  the  profession,  and  which 
he  presents  for  consideration.  Such  articles  may  open  up  a  profitable 
discussion.  Tiic  journal  article  is  devoted  to  some  single  idea,  some 
certain  mode  of  procedure  or  manner  of  treating  a  certain  condition. 
The  books  treat  these  subjects  from  beginning  to  end. 

The  journal  literature  of  dentistry  is  full  and  complete.  Its  object  is 
to  present,  from  month  to  month,  the  most  recent  thought  and  advance, 
but  it  requires  the  possession,  on  the  part  of  the  reader,  of  experience 
and  judgment.  Articles  are  presented  which  are  either  worthless  or 
almost  dangerous  from  the  questionable  position  taken  by  the  writer; 
experience  is  demanded  of  the  reader,  to  prevent  him  from  adopting 
the  individual  methods  advocated,  when  such  procedure  w^ould  not  be 
sanctioned  by  practitioners  in  general  or  by  the  authorities  of  accepted 
text-books.  It  is  not  unusual  to  find  the  same  article  published  simul- 
taneously in  several  journals,  much  to  the  chagrin  of  the  several  editors, 
who,  of  course,  have  not  been  informed  at  the  time  of  the  acceptance 
of  the  manuscript  that  the  writer  has  forwarded  his  article  all  over  the 
United  States. 

It  is  absolutely  necessary  for  every  dentist  who  has  the  welfare  of  his 
profession,  the  good  of  his  clients,  and  his  own  cultivation  at  heart,  to 
subscribe  liberally  to  the  journals.  To  keep  in  close  touch  with  profes- 
sional progress  he  should  take  six  of  the  representative  periodicals.  It 
is  to  the  discredit  of  many  practitioners  that  their  journals  are  received 
month  by  month  without  being  carefully  read.  Not  only  should  the 
articles  be  read,  but  some  of  them  should  be  read  many  times. 

The  growing  man  learns  something  from  everything  that  he  sees, 
does,  or  hears.  Nothing  can  touch  him  which  does  not  teach  him.  The 
power  to  grow  is  fed  by  nothing  so  much  as  by  keeping  one's  mind  open 
to  ever>'  possible  suggestion  from  every  possible  source.     Those  who 


THE    PRACTICE    BUILDER 


233 


are  satisfied  with  themselves  and  their  attainments,  lose  a  great  part  of 
growth  because  they  are  stung  by  criticism  instead  of  being  made  in- 
telligent by  it,  and  they  shut  themselves  off  from  a  thousand  hints  by 
resting  content  with  their  present  achievements. 

The  desire  to  know,  and  the  stimulation  which  effective  reading 
brings  to  one's  desire,  coupled  with  conscientious  practice,  is  perhaps  the 
most  effective  impulse  to  professional  reading.  The  desire  to  know  is 
the  first  element,  and  the  conscientious  service  of  our  patients  is  the 
second,  and  this  should  grow  in  strength  as  we  grow  in  knowledge,  until 
the  two  become  woven  into  a  common  sentiment,  as  the  woof  and 
warp  in  the  fabric,  that  binds  us  as  a  bond  of  love  to  professional  duty. 

What  journals  should  a  dentist  take?  He  should  take  those  that 
best  represent  dentistry.  He  should  subscribe  to  the  journals  that  keep 
in  touch  with  every  phase  of  modern  dentistry.  Each  journal  has  its 
own  distinguishing  features. 

Most  of  our  great  journals  are  broad  and  national,  or  perhaps  inter- 
national, in  their  scope.  They  reflect  the  thought  of  the  dentists  of 
America,  and  so  reflect  that  which  is  conceded  to  be  best  in  dentistry. 

We  are  of  the  opinion  that  the  journals  most  valuable  to  practition- 
ers are :  The  Dental  Cosmos,  Items  of  Interest,  The  Ijtternational  Den- 
tal Journal,  The  Dental  Review,  The  Dental  Digest,  and  one  other, 
which  should  be  a  local  journal. 

The  Cosmos  is  representative  of  all  that  is  scientific  and  dignified  in 
dentistry.     It  is  a  typical  high-class  dental  journal. 

With  each  issue  is  a  subject  index,  by  use  of  which  it  is  only  a  mo- 
ment's work  to  turn  to  any  point  considered  in  the  journal;  and  a  bibli- 
ography of  dental  literature,  in  which  are  catalogued  the  titles  of  the 
papers  printed  in  all  the  dental  journals  of  the  world,  those  on  dental 
subjects  in  the  medical  and  scientific  periodicals,  and  the  dental  books 
and  pamphlets  published  throughout  the  world.  Thus  the  subscriber 
has  in  this  journal  the  means  of  keeping  up  with  every  phase  of  dental 
literature  in  all  languages. 

The  Cosmos  is  the  best  and  most  liberally  illustrated  dental  journal 
in  the  world.  Nearly  all  the  leading  articles  of  the  most  eminent  author- 
ities are  published  in  it.  The  proceedings  of  dental  societies  are  pre- 
sented carefully  and  thoroughly.    The  rapidity  with  which  new  instru- 


234  "^^^    PRACTICE    BUILDER 

mcnts,  appliances,  modes  of  operating,  books,  medicines,  etc.,  are 
introduced,  make  it  necessary  for  dentists  to  be  well  posted  in  this 
direction.  The  advertising  pages  of  the  Cosmos  show  all  the  novelties 
and  improvements.  The  editor  is  Ur.  E.  C.  Kirk,  and  his  editorials  are 
always  forceful  and  timely. 

Itnns  of  Interest,  published  by  the  Consolidated  Dental  Manufact- 
uring Company,  has  the  largest  circulation  of  any  dental  journal  in  the 
world,  and,  beginning  with  1897,  came  out  with  illustrations,  and  with 
all  that  represents  in  appearance  outwardly,  and  contents  inwardly,  a 
thoroughly  high-class  dental  journal.  It  circulates  to  every  quarter  of 
the  globe  and  has  subscribers  in  every  land.  Itcjns  conducts  several 
departments  of  great  interest. 

The  advertising  pages  of  Itiuis  of  Interest  have  always  been  inter- 
esting. Because  of  the  wide  circulation  of  this  journal  and  its  liberality 
in  the  matter  of  advertising  rates,  and  the  fact  that  all  persons  and  firms 
who  have  really  worthy,  helpful  articles  to  present  are  always  accorded 
a  hearty  reception  by  the  publishers,  this  feature  of  the  magazine  has  be- 
come a  very  interesting  one,  and  it  probably  presents  more  advertis- 
ing, from  a  greater  variety  of  advertisers,  than  any  other  journal  pub- 
lished. To  know  of  the  best  new  things,  before  anyone  else,  is  one  of 
the  secrets  of  success.  It  will  pay  to  watch  the  advertising  pages  of 
Items. 

The  editor  of  Items  of  Interest  is  Dr.  R.  Ottolengui,  whose  skill  as 
a  dentist  is  of  the  highest  order,  and  whose  ability  as  a  writer  is  of  the 
most  enviable  kind.  Dr.  Ottolengui  is  one  of  the  most  active  men  in 
dental  society  work.  Articles  from  his  pen  are  among  the  most  wel- 
come features  in  the  pages  of  our  journals,  and  his  book.  "  Methods  of 
Filling  Teeth,"  is  one  of  the  most  practical  and  most  useful  w^orks  in 
the  book  literature  of  dentistry.  Dr.  Ottolengui  is  also  a  writer  of 
fiction,  his  books.  "  A  Modern  Wizard  "  and  "  An  Artist  in  Crime," 
having  gained  a  wide  reputation.  We  may  be  sure  that  Items  will  be  a 
well-edited  journal,  the  editor  possessing,  as  he  does,  superior  al'ility  as 
a  dentist,  combined  with  rare  gifts  as  a  writer. 

The  International  Dental  Journal  \s  published  by  dentists  for  den- 
tists. It  is,  we  believe,  the  only  really  independent  dental  journal  in  the 
United  States.    The  International  Dental  Publication  Company  is  com- 


THE    PRACTICE    BUILDER  235 

posed  of  dentists,  who  are  the  only  stockholders,  and  its  officers  serve 
without  salary;  the  investments  of  the  stockholders  merely  guarantee 
the  success  of  the  enterprise,  all  profits  being  devoted  to  the  enlarge- 
ment or  improvement  of  the  journal.  The  stockholders  are  men  who 
are  the  foremost  in  the  profession,  and  the  best  representatives  of  its 
progress  and  position. 

The  leading  articles  of  TJie  Internatio7ial  always  comprise  what  is 
best  in  dentistry.  The  more  recent  scientific  investigation  and  the  best 
articles  of  representative  men  make  up  its  reading  matter.  Its  reports 
of  society  meetings  are  full  and  complete.  The  International  x?,  very 
ably  edited  by  Dr.  James  Truman  and  Dr.  George  W,  Warren. 

The  Dental  Review  is  one  of  our  liveliest  journals.  It  seems  to 
occupy  a  field  that  is  all  its  own.  It  is  the  representative  of  the  Middle 
West,  and  its  contributors  are  mostly  from  the  Central  Western  States. 
It  preserves  a  high  standard  of  contents.  Its  original  contributions  are 
from  representative  practitioners.  The  editorials  are  upon  subjects  of 
great  interest  to  the  profession,  and  are  noted  for  clearness  and  concise- 
ness of  presentation.  The  editor  is  Dr.  A.  W.  Harlan,  and  he  is  ably 
assisted  by  associate  editors  in  the  persons  of  Dr.  Thomas  E.  Weeks 
and  Dr.  A.  E.  Morey. 

The  Dental  Digest  is  the  official  organ  of  the  Dental  Protective  As- 
sociation of  the  United  States.  It  presents  the  essence  of  the  leading 
articles  of  the  month,  taken  from  all  the  dental  journals.  It  has  its 
departments  of  "  Original  Communications,"  "  Digests,"  and  the  de- 
partments usual  to  other  journals.  It  is  under  the  able  editorial  direc- 
tion of  Dr.  J.  N.  Crouse,  chairman  of  the  Dental  Protective  Association 
of  the  United  States. 

The  American  Journal  of  Dental  Sciencew2LS  the  first  dental  journal 
established,  and,  as  we  have  said,  it  is  the  only  one  of  those  earlier  days 
of  modern  dentistry  that  is  still  published.  It  is  a  high-class  journal, 
and  has  among  its  contributors  the  most  progressive  dentists.  It  is 
admirably  conducted  and  ably  edited.  Its  dditors  are  Dr.  F.  J.  S.  Gorgas 
and  Dr.  Richard  Grady. 

Welch's  Monthly  is  a  bright,  sprightly,  up-to-date  monthly,  issued 
under  the  editorial  guidance  of  Dr.  T.  B.  Welch,  who,  for  many  years 
and  until  recently,  was  the  editor  of  Items  of  Interest.     Welch's  Monthly 


236  THE    PRACTICE    BUILDER 

has  its  full  quota  of  original  communications.  In  the  department  of 
"  Current  Thoughts,"  extracts  from  the  interesting  matters  in  profes- 
sional and  scientific  journals  are  shown.  In  the  "  Question  Box  "  im- 
portant problems  are  presented  and  answered.  "  Practical  Points  "  is 
a  department  wherein  is  condensed  the  ideas,  thoughts,  and  helpful 
hints  garnered  from  all  the  other  journals,  and  from  society  meetings. 
Other  departments  are  "  Items,"  '*  Hints,"  and  a  department  "  For 
Our  Patients,"  containing  matter  of  interest  to  those  who  wait  in  the 
dental  office. 

Dr.  Welch's  editorials  have  always  been  one  of  the  most  interesting 
features  of  his  work.  His  encouraging  talks  to  young  men  have  been 
very  helpful.  He  preserves  a  style  peculiarly  his  own,  with  great  clear- 
ness, and  seems  to  get  closer  to  his  subject  than  any  other  wTiter  we 
know  of.  We  would  not  hesitate  to  take  a  dental  journal  that  Dr. 
Welch  edited,  for  the  editorials  alone.  In  our  extracts  we  have  given 
some  samples  of  their  quality. 

The  Dental  Register  is  one  of  the  older  dental  journals,  and  still 
maintains  its  position  in  the  affections  of  its  subscribers.  Its  contents 
are  always  fresh  and  thoroughly  in  touch  with  all  that  is  best  in  den- 
tistry, and  the  contributions  are  of  merit  and  originality.  It  is  edited 
by  Dr.  J.  Taft,  Dr.  W.  H.  Whitslar,  and  Dr.  N.  S.  HofT. 

We  have  said  that  we  believe  the  dentist  should  subscribe  to  one 
journal  that  has  a  local  influence,  and  the  interest  of  which  may  be  said 
to  be  of  local  significance.  Thus  he  keeps  in  touch  with  the  affairs  of 
his  particular  section.  The  typical  journal  of  this  class  is  the  Ohio 
Dental Jotirnal,  although  we  must  say  in  explanation  that  the  progres- 
sive character  of  this  journal  is  such  as  to  make  it  indispensable  to  many 
who  are  in  practice  hundreds  of  miles  from  its  home. 

The  local  journal  for  a  practitioner  in  Texas  would  be  the  Texas 
Dental  Journal.  On  the  Pacific  Coast,  The  Paeific  Stomatological  Ga- 
zette, or  The  Paeifie  Dental  Journal.  In  the  South  Atlantic  Coast  States, 
The  Southern  Dental  Journal,  or  The  Atlanta  Dental  Journal.  New 
York  State  is  represented  by  The  Dental  Praetitioner  and  Advertiser, 
and  the  Odontographic  Jotirjial. 

While  yet  on  this  subject,  we  wish  to  digress  slightly  to  consider 
a  topic  somewhat  kindred.     In  the  practice  of  a  profession  such  as 


THE    PRACTICE    BUILDER  237 

medicine  or  dentistry,  its  practitioners,  by  continual  application,  are 
apt  to  drift  away  from  the  world  of  affairs ;  they  become  narrowed.  The 
successful  physician  or  the  successful  dentist  of  to-day  should  be  famil- 
iar with  what  is  going  on  in  the  great  world  of  affairs.  He  must  know 
about  the  political  situation,  and  the  diplomatic  relations  of  our  own 
with  foreign  countries;  he  must  be  posted  on  the  war  in  the  Orient, 
or  the  latest  European  intrigues,  the  gathering  war  cloud,  the  latest 
new  book,  the  latest  sensational  discovery  in  science.  He  must  be  in 
touch  with  current  events. 

A  dentist  has  not  time  to  read  any  considerable  part  of  the  enormous 
output  of  periodical  literature,  and  yet  one  wishes  to  keep  up  with  the 
interesting  things  in  literature,  art,  economics,  and  science.  This  he 
can  do  by  the  aid  of  The  Review  of  Reviews.  As  its  name  indicates, 
it  fills  exactly  the  wants  of  busy  professional  men.  It  extracts  the  best 
from  the  other  prominent  magazines,  all  over  the  world,  so  that  its 
readers  may  be  sure  that  nothing  of  extraordinary  importance  will  es- 
cape them.  The  peculiar  feature  of  this  service  is  the  fact  that  this  mag- 
azine gives  these  matters  at  exactly  the  same  time  that  they  are  pub- 
lished by  other  magazines,  having  made  arrangements  for  advance 
sheets  which  will  allow  this.  It  is  the  ideal  magazine  for  a  professional 
man.  For  his  patients,  he  should  have  on  his  centre  table  the  latest 
numbers  of  The  Ladies  Home  Journal,  The  Cosmopolitan,  McClure's 
Magazine,  The  Chap  Book,  The  Black  Cat. 

Returning  now  to  the  subject  of  dental  journals,  it  is  necessary  to 
•consider  a  correlated  matter — that  of  writing  articles  for  publication. 
Every  dentist  should  pay  back  from  his  own  experience  what  he  has 
taken  from  the  great  store  of  professional  knowledge  so  liberally  given 
through  the  dental  journals.  As  soon  as  he  is  justified  by  his  ex- 
perience, he  should  cultivate  the  habit  of  writing  out  the  results  of  his 
observations,  for  presentation  either  before  the  dental  society  or  in 
the  pages  of  the  dental  journals.  Writers  may  be  grouped  roughly  as 
follows : 

Those  with  nothing  to  say,  and  a  poor  manner  of  saying  it. 

Those  with  nothing  to  say,  and  a  dexterous  manner  of  saying  it. 

Those  with  something  to  say,  and  a  poor  manner  of  saying  it. 

Those  with  something  to  say,  and  a  charm  of  style  in  saying  it. 


238 


THE    PRACTICE    BUILDER 


The  first  consideration,  tlicn,  is  to  have  something  to  say.  The  author 
must  have  some  central  idea,  some  distinct  informa?tion  which  he 
wishes  to  convey. 

Having  selected  the  subject  upon  wiiich  one  is  desirous  of  writing, 
each  little  point  that  strikes  him  as  being  connected  therewith  should 
be  jotted  down  in  a  note-book.  Next,  get  these  notes  into  systematic 
shape  for  proper  presentation. 

To  get  the  notes  in  proper  shape,  they  should  be  written  out  on 
separate  slips,  and  then  transferred  to  a  sheet  of  manuscript  paper. 
Thus,  one  note  that  relates  to  the  beginning  of  the  paper  is  jotted  down 
on  the  sheet,  and  farther  down  the  note  that  expresses  the  next  idea, 
and  so  on  until  all  the  notes  are  on  the  paper  in  the  proper  position 
which  they  will  occupy  in  the  written  article.  This  is  called  a  skeleton. 
These  notes  in  the  skeleton  are  connected  by  sentences  carrying  the 
subject  matter  through  in  a  systematic  manner  and  to  a  proper  sequence. 
Frequently  new  ideas  present  themselves  while  the  article  is  being  writ- 
ten, and  these  are  incorporated.  It  is  a  fact  that  when  one  writes,  he  be- 
comes more  familiar  with  his  topic  by  expressing  his  thoughts  in  w^ords. 

The  first  copy  of  a  paper  is  usually  disfigured  by  corrections  and  eras- 
ures, so  that  it  is  necessary  to  re-write  it.  The  article  should  then  be 
placed  in  the  desk  until  its  language  is  not  readily  called  to  memory, 
and  then  read.  At  this  time  the  author  can  judge  of  its  phraseology, 
and,  if  this  strikes  him  as  being  below  the  standard,  he  should  make 
such  changes  and  alterations  as  will  make  it  read  more  smoothly. 
When  the  paper  has  been  properly  worded  and  punctuated,  it  should 
be  copied  on  the  typewriter.  Attention  should  be  given  the  heading; 
this  should  not  be  too  long,  nor  should  it  be  indefinite.  Be  careful  to 
give  your  name  as  author  and  your  place  of  residence. 

Articles  should  be  based  on  solid  facts,  or  on  analysis  of  facts,  rather 
than  on  speculation  and  theory.  Let  the  diction  be  pure  and  simple, 
and  as  short  and  aphoristic  as  perspicuity  will  allow,  so  as  not  to  weaken 
the  effect  of  the  ideas  or  obscure  them  with  needless  verbiage.  The 
title  should  indicate  the  contents  of  the  article,  and  show  the  general 
character,  purpose,  and  point  of  the  remarks  which  are  to  follow.  The 
following  are  not  good  titles,  because  they  are  indefinite  and  hackneyed 
by  long  use:  "  A  Curious  Case,"  "  A  Case  in  Practice,"  "  Clinical  Com- 


THE    PRACTICE    BUILDER  239 

Plain  Facts,"  "  A  New  Method,"  "  An  Interesting 
Case." 

The  best  subjects  for  beginners  are  those  from  their  own  experi- 
ence, bearing  on  conditions  which  they  have  met  and  concerning  which 
they  are  quahfied  to  write.  The  length  of  an  article  should  depend 
greatly  upon  its  subject  matter;  many  of  our  most  brilliant  writers 
confine  themselves  to  articles  of  less  than  one  thousand  words,  but 
usually  articles,  as  they  appear  in  the  journals,  are  nearer  two  thousand 
words.  The  writer  should  not  count  the  words,  but  should  make  the 
words  count.  Cultivate  perspicuity,  precision,  simplicity,  and  method; 
avoid  flaws  of  grammar  or  logic,  and  diffuseness,  and  do  not  interlard 
with  scraps  and  patches  from  the  dead  or  foreign  languages. 

The  first  articles  should  always  be  submitted  for  publication  to  the 
local  dental  journal,  the  journal  of  the  section  of  the  country  wherein 
the  practitioner  lives.  He  should  have  an  interest  in  the  local  journal; 
the  local  journal  has  an  interest  in  him,  and  he  will  be  likely  to  be  more 
liberally  dealt  with  by  it. 

His  subject  may  range  throughout  conditions  pathological  or  modes 
of  treatment,  discussions  of  recently  introduced  ideas,  modes  of  oper- 
ating, helpful  hints,  or  anything  that  relates  to  crown  work,  bridge 
work,  plate  work,  etc.  All  subjects  that  lend  themselves  readily  to 
illustration,  where  illustrations  would  be  helpful  in  making  the  text 
clearer  to  the  reader,  should  be  illustrated.  Therefore,  when  writing 
of  a  particular  kind  of  bridge  work,  or  when  writing  of  a  case  of  regu- 
lating, be  sure  to  take  special  models  for  this  purpose,  both  before  and 
after  the  completion  of  the  operation,  that  photographs  may  be  taken 
of  the  models,  or  the  models  themselves  sent  with  the  article.  When- 
ever it  is  convenient,  it  is  better,  in  making  illustrations,  if  the  engraver 
can  have  the  models  to  work  from,  though  good  photographs  will 
answer  the  purpose  quite  well. 

In  most  cases,  in  the  illustrations  in  the  more  prominent  journals, 
the  models  are  placed  in  the  hands  of  the  engraver,  and,  after  the  draw- 
ings are  made  on  wood,  they  are  submitted  to  the  author  for  his  criti- 
cism and  suggestion.  Most  journals  favor  the  use  of  wood  engravings, 
to  half-tone  illustrations.  For  some  subjects,  half-tones  are  excellent 
if  a  good  photograph  can  be  gotten  to  work  from ;  but  this  is  frequently 


240 


THE   PRACTICE   BUILDER 


impossible,  and  a  half-tone  made  from  an  inferior  photograph  is  an 
abomination.  Illustrations  can  also  be  made  by  the  photo-engraving 
process  from  drawings  submitted  by  the  author,  provided  the  drawing 
is  not  complicated. 

Inexperienced  writers  are  often  very  liberal  users  of  italics.  There 
is  rarelv  any  actual  necessity  for  these  in  articles  in  dental  journals. 
In  using  them  too  frequently  everything  is  emphasized,  so  that  a  point 
that  should  be  emphasized  is  lost  in  the  sea  of  italics.  Many  young 
writers  are  in  the  habit,  especially  if  they  happen  to  be  possessed  of  a 
good  vocabulary,  of  using  such  stilted  phraseology  that  it  becomes  dif- 
ficult to  understand.  Many  think  that  long  words  are  an  indication  of 
superiority.  Nothing  could  be  farther  from  the  truth.  The  best 
writers  in  every  field  are  those  who  write  most  clearly,  and  who  use 
the  simplest  forms  of  expression. 

To  illustrate,  we  introduce  herewith  a  portion  of  an  article  on 
Pyorrhoea  Alveolaris,  that  appeared  in  one  of  the  leading  dental  jour- 
nals.   Surely  no  one  would  care  to  accept  this  as  a  model  of  style: 

"  The  abstrusity  of  conditions  in  an  atomic  aggregation  of  organic 
elements  wherein  automatism  is  exhibited,  too  often  transcends  the 
finite  comprehension  of  the  most  intuitively  endowed  and  erudite  peda- 
gogue or  scholar,  and  we  are  left  to  grope  about  in  darkness  and  danger 
in  considering  local  or  apparent  pathological  manifestations,  whose 
origin  occurs  in  such  remote  and  seeming  incongruous  ways  that  the 
alert  diagnostician  is  astonished  at  the  great  remove  the  object  of  his 
direct  comprehension  bears  to  the  initiatory  derangement,  and  whose 
insidious  progress  leads  on  to  vital  abnegation  or  transmutation,  be- 
yond which  vicarious  intermediation  will  not  retrieve. 

"  Under  the  above  caption  of  life's  functional  adversion  we  qre  in- 
vited to  contemplate,  to  a  limited  extent,  the  prevalent  expression  of 
vital  degeneracy  noticeable  about  the  cirvo-gingival  margins,  and  go 
back  with  the  author  to  a  remote  inceptive  principle  of  life  to  find  the 
original  seed  of  this  membranous  enemy." 

This  is,  of  course,  unusual,  but  it  serves  to  emphasize  what  we  have 
said  in  reference  to  this  subject.  It  looks  as  if  the  writer  had  prepared 
his  article  and  then  taken  a  book  of  synonyms,  and,  in  every  instance 
where  it  could  possibly  be  done,  substituted  a  long  word  for  a  short  one, 


THE    PRACTICE    BUILDER 


241 


or  for  one  that  expressed  the  thought  clothed  in  simplicity  of  expression. 
Dental  editors  have  noticed  this  failing  of  younger  writers  from  time 
to  time,  and  their  observations  should  be  heeded.  The  editorial  given 
herewith  appeared  in  one  of  the  foremost  journals  and  states  the  case 
thoroughly: 

"  The  younger  writers  of  the  present  period,  and  perhaps  in  all 
epochs  of  the  world's  history,  have  been  prone  to  luxuriate  in  prolixity 
of  words  and  superfluity  of  expression.  The  art  of  simplicity  in  writing 
seems  difficult  of  attainment,  and  perhaps  few  of  us  have  a  comprehen- 
sion how  very  nearly  this  lies  to  clearness  of  thought.  It  is  a  truism  to 
say  that  in  order  to  think  we  must  clothe  the  thought  in  words,  but  it 
is  equally  true  that  it  is  possible  to  think  without  words,  although  this 
may  seem  impossible  to  the  ordinary  observer.  Words  are  the  repre- 
sentatives of  pictures,  and  these  were  translated  originally  into  root- 
forms,  and  through  combinations  with  each  advancing  wave  of  civiliza- 
tion language  was  established.  Science  was  added  to  science,  and  the 
vocabulary  of  the  learned  became  more  and  more  specialized,  until  those 
only  can  hope  to  master  it  who  have  engaged  in  the  particular  line  of 
work  it  represents.  Technicalities  have  been  added  to  technicalities, 
until  we  are  burdened  with  a  multiplicity  of  tongues  among  all  civilized 
peoples,  known  only  to  the  few  and  a  jargon  to  the  many. 

"  That  this  is  true  must  be  evident,  and  we  are  constantly  threatened 
with  increased  additions  in  the  multiplication  of  new  words  by  the  in- 
troduction of  the  so-called  improved  nomenclatures.  Fortunately  for 
the  world  of  thought,  words  are  not  made  to  order,  or,  at  least,  are  not 
assimilated  into  the  language  of  a  people  or  in  a  science  in  that  manner. 

"  The  most  important  consideration  in  the  use  of  language,  in  the 
writer's  opinion,  is  in  a  direct  translation  of  the  idea  into  the  simplest 
form  of  words  attainable.  It  is  a  recognized  fact  that  the  best  writers 
of  the  English  tongue  to-day,  or  at  any  former  period,  have  been  those 
using  but  few  words  of  many  syllables ;  and  the  nearer  they  have  been 
able  to  express  their  ideas  in  simple  forms,  the  more  have  they  been 
appreciated  and  regarded  as  models  of  style. 

"  We  have  been  impressed  very  often  in  professional  reading  with 
the  fact  that  there  was  a  positive  need  of  a  better  training  in  this  direc- 
tion.   We  all  have  a  tendency  to  a  multiplication  of  ponderous  words,  as 


2^2  THE  PRACTICE   BUILDER 

though  the  nuniljcr  of  high-sounding  syllables  increased  the  force  of 
the  idea  to  be  presented.  Writings  of  a  scientific  character  need,  above 
all  others,  simple  language.  The  difficulties  that  surround  subjects  of  a 
recondite  character  make  this  imperative,  and  yet  how  often  is  this 
plain  rule  violated  by  writers  who  load  their  subject  with  technicalities, 
new  and  old,  to  an  extent  that  deprives  the  essay  of  much  of  its  value. 
Words  are  useless  if  they  cloud  ideas,  and  nowhere  is  clearness  of  ex- 
pression more  needed  than  in  professional  writing. 

"  Akin  to  this,  and  of  more  importance,  is  the  use  of  simple  words  in 
teaching.  While  it  is  true  that  teachers  are  born,  and  not  made  by 
pedagogic  training,  there  yet  remains  the  possibility  of  producing  a 
satisfactory  teacher  out  of  the  ordinary  professional  man,  provided  the 
latter  is  absorbed  with  the  subject  and  will  avoid  the  error  of  over- 
phrasing,  not  inaptly  expressed  by  having  *  digested  a  dictionary.' 

"  The  use  of  technical  terms  is  necessary  within  certain  well-defined 
limits,  but  these  may  be  easily  overstepped  and  the  writing  or  the 
teaching  become  a  burden  to  the  reader  or  the  auditor.  An  excellent 
rule  to  follow  in  addressing  a  class  is  never  to  make  use  of  a  technical 
word  if  another  can  be  found  to  explain  the  idea.  This  given  and  firmly 
engrafted  on  the  mind,  it  may  be  followed  by  the  proper  word.  A  valued 
friend  and  teacher  always  stops  to  explain  the  meaning  of  a  technical 
term.  This,  to  our  comprehension,  is  not  the  best  course  tp  pursue. 
Definitions  are  rarely  of  value,  as  all  know  who  have  undertaken  the 
study  of  a  language  by  the  aid  of  a  dictionary.  The  thought  must  be 
absorbed  before  the  word  can  be  comprehended.  Hence  the  folly  of 
showering  a  class  of  young  men  wdth  terms  beyond  their  powers  to 
utilize  and  expect  to  have  them  understand  the  subject  matter  of  the 
lecture.  This  is  too  often  the  mistake  of  professional  teachers.  The 
rule  should  never  be  forgotten  to  make  the  subject  but  a  degree  above 
the  most  ordinary  mind  present.  Complex  problems  in  our  specialty, 
as  in  all  other  branches  of  medicine,  are  sufficiently  difficult  without 
increasing  this  by  a  redundancy  of  technical  forms. 

"  The  evil  is  one  rapidly  growing  in  our  literature,  and  it  seems  a 
proper  time  to  call  attention  to  it,  especially  to  those  fresh  from  college 
life,  who  are  apt  to  imagine  that  learning  is  best  expressed  by  the  use 
of  the  longest  words,  and  that,  unless  their  ideas  are  thus  clothed,  the 


THE  PRACTICE  BUILDER  243 

essay  will  fail  of  proper  recognition.  This  is  a  common  error  not  by 
any  means  confined  to  the  class  mentioned. 

"  The  tendency  to  pedantry  in  writing  is  another  defect.  Use  of  for- 
eign words  not  domesticated  in  our  tongue,  or  an  occasional  Latin  or 
Greek  phrase,  better  expressed  in  English,  and  which  rarely  represent 
in  their  use  solid  learning,  add  nothing  to  the  value  of  an  article,  nor 
is  the  reader  better  able  to  understand,  by  their  presence,  the  ideas  the 
writer  hopes  to  convey  to  the  mind. 

"  Allied  to  this  is  the  search  of  some  for  style.  This  has  been  the 
bane  of  many  young  men  and  ambitious  writers  of  all  ages.  It  is  never 
to  be  found  by  searching,  for  it  is  ever  elusive.  Style  is  the  natural  ex- 
pression of  the  individual  improved  by  culture.  It  would  be  as  sensible 
to  expect  to  acquire  a  good  voice  by  searching  among  the  singers  of  the 
world  as  to  hope  to  acquire  a  correct  style  by  reading  the  masters  of 
word-expression  in  any  age.  As  the  voice  can  be  improved  by  culti- 
vation intelligently  applied,  in  like  manner  the  ability  to  embody 
thought  can  be  enlarged  and  improved  by  cultivated  practice. 

"  Technical  terms  are  important  and  of  vital  necessity  in  their  proper 
place,  but  it  is  idle  to  expect  that  the  young  mind  can  absorb  them  at 
once,  nor  would  it  be  desirable  that  they  should.  The  professional  man 
must  learn  to  think  in  the  terms  he  uses,  and,  until  this  be  accomplished, 
the  idea  represented  cannot  be  absorbed;  and  it  is  just  this  condition 
that  all  first-year  students  are  in  to-day,  a  fact  to  be  remembered  by  all 
teachers  of  dentistry.  It  is  with  the  object  of  drawing  attention  to  this 
subject  that  these  ideas  have  been  brought  together,  a  plea  for  simplic- 
ity of  language  in  all  our  professional  relations." 

Apropos  of  the  general  tendency  of  writers  in  the  dental  journals  to 
dififuseness  of  expression  in  their  articles,  we  introduce  a  specimen  ar- 
ticle as  it  was  originally  written  and  as  it  looked  after  it  had  been  pruned 
of  its  unnecessary  verbiage;  the  article  was  written  for  a  journal  of 
wide  circulation  and  the  editor  believing  the  article  could  be  greatly 
improved  by  condensing  it  did  so  and  sent  it  to  the  author  for  ap- 
proval. A  reply  was  received  that  it  must  be  printed  as  written  or  not  at 
all.  It  is  rather  unmerciful  on  the  part  of  writers  to  compel  readers  to 
wade  through  a  long  article  to  find  an  idea  that  could  just  as  well  be 
conveyed  in  much  less  matter. 


244 


THE  PRACTICE   BUILDER 


DARK    JOINTS    IN    VULCANITE 
PLATES— HOW    TO    PRE- 
VENT    SAME. 

There  is  a  great  deal  of  trouble  among 
those  who  do  vulcanite  plate  work,  to 
avoid  dark  joints.  I  submit,  herewith, 
my  method  of  making  vulcanite  plates, 
which,  if  followed  out.  I  think  will  pre- 
vent dark  joints  to  a  considerable  de- 
gree. Everything  should  be  scrupu- 
lously clean  throughout  the  entire  proc- 
ess. To  commence  with,  the  grinding  of 
the  teeth  should  be  done  under  a  mag- 
nifying glass  in  order  to  have  a  perfect- 
fitting  joint.  I  use  two  corundum 
wheels.  The  first,  a  coarse  wheel,  to 
knock  off  the  extra  gum;  the  second, 
a  finer  wheel,  which  enables  me  to  make 
a  nice,  smooth  joint.  For  waxing  up 
the  plates,  I  use  paraffine  and  wax, 
which  by  experience  I  find  superior  to 
straight  bees-wax,  as  the  work  can  be 
kept  much  cleaner.  Now  I  have  my 
teeth  ground  up  and  waxed. 

The  next  process  is  to  chill  the  wax, 
removing  each  block,  commencing  at 
the  molar  block.  Be  careful  not  to  dam- 
age the  wax.  After  all  the  blocks  have 
been  removed,  then,  with  a  sharp  knife, 
shave  off  the  feather  edge  of  the  wax, 
above  the  place  where  the  pins  come, 
as  high  as  you  want  the  rubber  to  come 
after  completion  of  plate.  Before  re- 
placing the  teeth  in  the  wax.  put  them 
in  boiling  water,  in  order  to  remove 
surplus  wax;  wash  with  soap  and  water 
so  as  to  get  them  perfectly  clean,  and 
trim  the  plate.  Then  mix  a  little  of 
any  of  the  cements  to  a  thin  mixture, 
and  place  a  small  quantity  on  the  joint 
surface,  which  will  thoroughly  seal  the 
joints.  Next,  finish  up  the  wax,  as  you 
want  the  rubber  when  done.  The  more 
pains  taken  in  waxing,  the  less  work  in 
removing  plate  from  vulcanizer.  -If  ev- 
erything is  kept  clean  up  to  this  point, 


TO   AVOID   DARK  JOINTS. 


Everything  should  be  scrupulously 
clean.  To  grind  the  teeth,  I  use  two 
corundum  wheels,  a  coarse  one  to  be 
followed  by  a  fine.  For  waxing  up 
the  plates  paraffine  and  wax  is  cleaner 
than  wax  alone.  To  clean  the  joints, 
remove  each  block,  commencing  with 
the  molars,  being  careful  not  to  dam- 
age the  wax;  then,  with  a  sharp  knife, 
shave  oflf  the  feather  edge  of  the  wax 
impression  near  the  pins,  as  high  as 
you  want  the  rubber  to  come,  after 
the  completion  of  the  plate.  Before 
replacing  the  teeth,  put  them  in  boil- 
ing water  to  remove  any  surplus  wax, 
and  then  wa;^h  with  soapy  water.  Now 
place  a  little  thin  mixed  oxiphosphate 
on  the  surface  of  the  joints  and  place 
the  blocks  in  position.  Finish  up  the 
wax,  as  you  want  the  rubber  when 
done.  The  more  pains  you  take  in 
waxing,  the  less  work  you  will  have 
in  finishing  the  rubber.  Flask  as 
usual,  using  soapy  water  instead  of  oil, 
After  unflasking,  to  remove  all  wax, 
flood  with  hot  water.  In  packing,  use 
a  little  more  rubber  than  you  did  of 
wax.  Place  over  the  rubber  a  piece 
of  thin,  wet  cloth,  and  press  in  boil- 
ing water.  In  ten  minutes  separate, 
and  remove  the  cloth,  trim  off  the 
excess  of  rubber,  close,  and  vulcanize. 


THE  PRACTICE  BUILDER 


245 


you  will  next  be  ready  to  flask.  You 
will  flask  as  usual,  except,  after  varnish- 
ing, instead  of  using  oil,  you  will  find 
soap-water  much  better.  Use  as  little 
oil  as  possible.  The  oil,  in  my  opinion, 
has  a  great  deal  to  do  with  dark  joints. 
Now  you  have  the  plate  flasked.  Lay 
it  aside  for  four  or  five  hours  in  order 
to  give  the  cement  time  to  harden.  Sep- 
arate flask  and  flood  with  hot  water, 
so  as  to  remove  all  particles  of  wax  that 
may  have  been  left  by  heating  flask  for 
separation.  After  this  is  accomplished, 
pack  your  rubber.  Use  a  little  more 
rubber  than  wax.  Place  over  the  rub- 
ber a  piece  of  thin,  wet  cloth.  Then  put 
your  flask  together  and  place  it  in  boil- 
ing water.  After  remaining  ten  min- 
utes, put  under  screw  -  press,  tight- 
pressed.  Separate  and  remove  the 
cloth,  trim  off  the  excess  of  rubber, 
close,  and  vulcanize. 

If  the  above  instructions  are  followed, 
I  think  dark  joints  will  be  avoided. 

Many  words  are  used  improperly  and  there  is  need  for  the  employ- 
ment of  great  care  on  the  part  of  the  writer  to  prevent  him  from  using 
words  in  the  wrong  places. 

The  following  list  will  prove  helpful  to  writers: 

Abortive^  means  untimely  in  its  birth,  and  so  brought  out  before  it  is  well  ma- 
tured.    A  plan  may  be  abortive,  but  an  act  cannot. 

Accord,  is  a  stilted  substitute  for  give. 

Ability  and  capacity  are  not  exact  synonyms.  The  former  is  the  power  of  ap- 
plying, the  latter  of  acquiring,  knowledge. 

Administer.     Blows  are  dealt.     Medicine  is  administered. 

Aggravate,  means  to  add  to  the  weight  of,  and  is  not  equivalent  to  irritate. 

Adopt,  is  a  poor  substitute  for  take,  in  such  phrases  as  "  What  course  will  you 
adopt  ?  " 

Aggressive,  does  not  mean  enterprising,  or  even  pushing,  but  hitting  first,  mak- 
ing the  first  attack. 

Balance,  should  not  be  used  in  the  sense  of  rest,  remainder,  or  remnant.  The 
word  is  only  permissible  where  the  simile  of  the  scales  will  apply,  as  in  a 
book-keeper's  balance. 

Beautifully.     Looked  beautiful,  not  beautifully. 


246  'lli^   PRACTICE   BUILDER 

Boiiiiii/ul,  should  not  be  confounded  with  plentiful.  Bountiful  means  liberal, 
beneficent. 

Beg.     Say,  "  I  beg  leave  to  acknowledge." 

Belongs  to.     Do  not  use  for  "  as  a  member  of." 

But,  should  not  be  used  for  only.     Often  in  doubtful  taste. 

Convent-,  should  not  be  used  for  convoke.  Convene  [con  and  venio),  to  come  to- 
gether.     Convoke  {con  and  vocd),  to  call  together. 

Crime,  vice,  and  sin  should  not  be  used  as  synonyms  :  crime  is  a  violation  of  a 
statute  l.iw  of  a  particular  country  ;  sin  is  the  violation  of  a  religious  law  ; 
vice  is  a  moral  wrong,  not  dependent  on  the  country  or  creed  of  the  person. 
What  is  criminal  may  not  be  sinful  or  vicious.  Murder  is  not  a  vicious  act, 
unless  it  become  a  habit  to  murder.  Parricide  cannot  become  vicious,  be- 
cause a  man  has  only  one  father  and  one  mother. 

Deal.     Great  deal,  not  good  deal. 

Deprecate  is  wrongly  used  for  disapprove,  censure,  condemn  ;  the  word  really 
means  "  to  beg,"  or  pray  against. 

Die  wiih.     Persons  die  of,  not  with  disease. 

Dirt,  means  filth.  A  thing  that  is  dirty  is  foul.  Do  not  use  for  earth,  loam, 
gravel,  or  sand. 

Either,  means  the  one  or  the  other  of  two. 

Equally  well.     Do  not  say  equally  as  well. 

Evacuate,  should  not  be  used  for  "  to  go  away."     (It  means  to  make  empty.) 

Every,  should  not  be  used  for  all.     "  He  deserved  every  praise." 

Exemplary,  should  not  be  used  for  excellent. 

Had  have.     Never  use  together. 

Hardly.    Do  not  use  with  don't  and  can't. 

Healthy.     Distinguish  from  wholesome. 

Humanitarian,  means  '*  one  who  denies  the  godhead  of  Christ." 

Hundred.     Use  the  singular  form  with  numerals. 

Inaugurate,  should  not  be  misused  for  beginning  or  opening. 

Introduce.  In  using  the  word  observe  the  general  rule  that  the  man  is  introduced 
to  the  woman,  unless  the  man  is  of  extreme  age. 

Just.     Incorrect  in  the  sense  of  now. 

Jeopardize,  should  not  be  used. 

Jewelry.     Should  not  be  misused  for  jewels. 

The  above  will  serve  as  illustrations  of  things  to  be  avoided.  A  good 
working  library  is  a  great  help  to  any  writer.  A  few  books  are  almost 
indispensable.  First  among  these  is  a  good  dictionary,  the  Standard, 
Century,  American  Encyclopedic,  Webster,  or  Worcester.  Next  in 
value  comes  Roget's  Thesaurus,  and  after  that  Smith's  "  Synonyms  Dis- 
criminated." Goold  Brown's  Grammar,  Alfred  Ayres'  edition  of  Cob- 
bett's  Grammar,  Richard  Grant  White's  "  Words  and  Their  Uses,"  are 
books  that  are  of  very  great  value. 


THE  PRACTICE  BUILDER 


247 


WORDS  AND  THEIR  USES.     By  Richard  Grant  White.     Twenty-fifth  edi- 
tion.   467  pp.    Cloth,  $2.00. 

The  purpose  of  Mr.  White's  book  is  the  consideration  of  the  right  use  and 
the  abuse  of  words  and  idioms,  with  an  occasional  examination  of  their  origin 
and  their  history. 

"  It  is  occupied,"  as  the  preface  says,  "  almost  exclusively  with  the  cor- 
rectness and  fitness  of  verbal  expression,  and  any  excursion  into  higher  walks 
of  philology  is  transient  and  incidental." 

Its  chapter  headings  are:  Newspaper  English;  British  English  and 
"American"  English;  Style;  Misused  Words;  Some  Briticisms;  Words  that 
are  not  Words;  Formation  of  Pronouns — Some — Adjectives  in  En — Either 
and  Neither — Shall  and  Will;  Grammar,  English  and  Latin;  The  Grammarless 
Tongue;  Is  Being  Done;  and  A  Desultory  Denunciation  of  English  Dic- 
tionaries. 

EVERY-DAY  ENGLISH.     By  Richard  Grant  White.    512  pp.     Cloth,  $2.00. 

"  Every-day  English  "  is  a  sequel  to  "  Words  and  Their  Uses."  The  first 
part,  "  Speech,"  discusses  the  subject  of  pronunciation;  the  second  part,  "  Writ- 
ing," discusses  spelling;  the  third  part  is  devoted  to  "  Grammar;  "  and  the 
fourth  part  to  "  Words  and  Phrases." 

ROGET'S  THESAURUS  OF  ENGLISH  WORDS  AND  PHRASES.    Clas- 
sified and  arranged  so  as  to  facilitate  the  expression  of  ideas  and  assist  in 
literary  composition.    By  Peter  Mark  Roget  and  John  Lewis  Roget.    745 
pp.    Cloth,  $2.00. 
Roget's  "  Thesaurus  "  is  the  only  work  giving  a  complete  collection  of  the 
words  in  the  English  language,  and  of  the  idiomatic  combinations  peculiar  to  it, 
arranged  according  to  the  idea  they  express,  rather  than  the  alphabetical  order  of 
a  dictionary.  It  has  a  copious  index,  making  access  easy  to  all  the  words  express- 
ing any  idea.    The  book  is  the  best  dictionary  of  synonyms  published,  and  should 
be  on  the  desk  of  every  writer  for  constant,  daily  use,  as  a  means  both  of  refer- 
ence and  of  word  study. 

SYNONYMS  DISCRIMINATED.  By  C.  J.  Smith.  781  pp.  Fourth  edition. 
Cloth,  $2.00. 
The  author  of  "  Synonyms  Discriminated "  has  taken  advantage  of  the 
works  of  Crabbe,  Taylor,  Graham,  and  Whately,  and  has  combined  his  own  ideas 
with  those  of  these  earlier  writers  on  English  Synonymy.  He  has  also  derived 
useful  material  from  Guizot's  book  on  French  Sj'nonyms,  and  from  other 
sources. 

THE  ENGLISH  GRAMMAR  OF  WILLIAM  COBBETT.     Alfred  Ayres' 
edition.    254  pp.     Cloth,  $1.00. 
Cobbett's  Grammar  is  probably  the  most  readable  grammar  ever  written. 
For  the  purposes  of  self-education  it  is  unrivalled.  Persons  who  studied  grammar 


2^3  THE  PRACTICE   BUILDER 

when  at  school  and  failed  to  comprehend  its  principles— and  there  are  many  such 

as  well  as  those  who  never  have  studied  grammar  at  all,  will  find  the  book 

specially  suited  to  their  needs.  Any  one  of  average  intelligence  who  will  give  it 
a  careful  reading  will  be  rewarded  with  at  least  a  tolerable  knowledge  of  the 
subject,  as  nothing  could  be  more  simple  or  more  lucid  than  its  expositions. 

THE  GRAMMAR  OF  ENGLISH  GRAMMARS.     By  Goold  Brown.     1,102 
pp.    Cloth,  $5.00.     Sheep,  ^6.00. 
This  is  the  grammar  of  all  grammars.    The  most  exhaustive  treatise  on  the 
subject  known.    It  should  be  owned  as  a  book  of  reference  by  every  writer. 

THE  TRADE  OF  AUTHORSHIP.  By  Wolstan  Dixey.  128  pp.  Cloth, 
$1.00. 
Mr.  Dixey's  book  is  divided  into  three  parts,  the  first  discussing  the  author's 
market,  the  second  the  author's  trade,  and  the  third  the  author's  life.  It  is  a 
practical  book,  and  young  writers  will  find  it  full  of  help  and  inspiration. 
Among  the  subjects  taken  up  in  it  are  newspaper  work,  special  articles,  general 
articles,  the  market  for  short  stories,  serial  stories,  "  Why  that  manuscript  came 
back,"  book  making,  compilations,  an  editor's  good  will,  good  copy,  desk 
tools,  method,  the  art  of  writing,  play  writing,  and  the  art  of  the  short  story. 

WRITING  FOR  THE  PRESS.  A  Manual  for  Editors,  Reporters,  Corre- 
spondents, and  Printers.  By  Robert  Luce.  96  pp.  Cloth,  $1.00. 
Luce's  "Writing  for  the  Press  "  is  a  practical  hand-book  of  the  art  of  news- 
paper writing,  written  by  a  practical  newspaper  man.  There  is  no  "  padding  " 
in  it;  almost  every  line  contains  a  useful  hint  or  suggestion  about  the  proper 
preparation  of  newspaper  copy,  and  a  wonderful  amount  of  information  of  use 
to  writers  is  crowded  into  its  carefully  written  pages.  The  work  is  the  result 
of  the  practical  experience  of  the  author  as  desk  editor  on  the  Boston  Globe, 
and  was  written  in  the  main  from  notes  made  while  handling  manuscripts  there 
and  elsewhere.  While  it  is  intended  primarily  for  newspaper  men,  literary 
workers  of  every  class  will  find  '"  Writing  for  the  Press  "  exceedingly  helpful, 
both  for  study  and  for  reference,  as  is  shown  by  these  subject  headings:  The 
Preparation  of  Copy:  How  to  Write  Clearly;  Grammar,  Good  and  Bad;  Use 
and  Misuse  of  Common  Words  and  Phrases  (with  several  hundred  examples) : 
Mixed  Metaphors;  Slang;  The  Use  of  Titles;  Puzzling  Plurals;  Condensa- 
tion; Points  on  Proof  Reading;  Addressing  Editors;  Getting  into  Print,  etc. 
The  book  is  one  that  every  writer  should  keep  upon  his  desk  for  constant 
reference  and  study. 

THE  VERBALIST.  By  Alfred  Ayres.  A  Manual  devoted  to  brief  discussion 
of  the  Right  and  Wrong  Use  of  Words,  and  to  some  other  matters  of 
interest  to  those  who  would  speak  and  write  with  propriety.    Cloth,  $1.00. 

Besides  these  books  there  are  journals  of  special  interest  to  writers. 


THE  PRACTICE   BUILDER 


249 


The  most  prominent  and  most  helpful  of  these  are  The  Editor  and 
TJie  Writer.  Both  are  monthly  magazines,  and  both  are  very  interest- 
ing.   They  may  be  ordered  of  any  newsdealer. 


DENTAL  JOURNALS. 

America. 
Monthly. 

American  Journal  of  Dental  Scietice,  Baltimore,  Md.,  9  West  Fayette  St.  Edi- 
tors, F.J.  S.  Gorgas,  A.M.,  M.D.,  D.D.S.;  Richard  Grady,  M.D.,  D.D.S. 
Publishers,  Snowden  &  Cowman  Mfg.  Co.     Price,  $2.50. 

Dental  Cosmos,  Philadelphia,  Pa.,  Chestnut,  corner  Twelfth  St.     Editor,  E.  C. 

Kirk,  D.D.S.     Publisher,  The  S.  S.  White  Dental  Mfg.  Co.     Price,  $2.50. 
Dental  Register,  Cincinnati,  O.,  117  West  Fifth  St.     Editors,  J.  Taft,  D.D.S.; 

W.  H.  Whitslar,  D.D.S.  ;  N.  S.  Hoff,  D.D.S.     Publishers,  S.  A.  Crocker  & 

Co.     Price,  $2.00. 

Dental  Review,  Chicago,  111.,  66  Madison  St.  Editors,  A.  W.  Harlan,  M.D., 
D.D.S.;  T.  L.  Gilmer,  M.D.,  D.D.S.;  Geo.  J.  Dennis,  M.D.,  D.D.S.; 
Thos.  E.  Weeks,  D.D.S.     Publishers,  H.  D.  Justi  &  Son.     Price,  $2.50. 

International  Dental  Journal,  Philadelphia,  Pa.,  716  Filbert  St.  Editors,  James 
Truman,  D.D.S.  ;  Geo.  W.  Warren,  D.D.S.  Publishers,  International 
Dental  Publication  Co.     Price,  $2.50. 

Dominion  Dental  Journal,  Toronto,  Canada,  P.O.  Box,  418.  Editors,  W.  Geo. 
Beers,  L.D.S.,  47  Union  Av.,  Montreal,  and  associates.  Publishers,  Do- 
minion Dental  Journal  Co.     Price,  $1.00. 

Items  of  Interest,  New  York,  N.  Y.,  115  West  42d  St.  Editor,  R.  Ottolengui, 
M.D.S.,  115  Madison  Ave.,  New  York.  Publishers,  Consolidated  Dental  Mfg. 
Co.     Price,  $1  .go. 

Ohio  Dental  Journal,  Toledo,  O.  Editor,  L.  P.  Bethel,  M.D.,  D.D.S.,  Kent,  O- 
Publishers,  Ransom  &  Randolph  Co.     Price,  $2.00. 

Pacific  Stomatological  Gazette,  San  Francisco,  Cal.,  536  Clay  St.  Editors,  R. 
H.  Cool,  D.D.S.,  and  associates.  Publishers,  Pacific  Stomatological  Gazette 
Publishing  Co.     Price,  $2.50. 

Southern  Dental  Journal,  Macon,  Ga.  Editors  and  Publishers,  Holmes  &  Ma- 
son.    Price,  $2.00. 

Western  Dental  Journal,  Kansas  City,  Mo.,  906  Grand  Av.  Editor,  J.  D.  Pat- 
terson, D.D.S.     Publishers,  R.  I.  Pearson  &  Co.     Price,  $2.00. 


250  THE   PRACTICE   BUILDER 

llWc/t's  Monthly,  Philadelphia,  Pa.,  718  Fidelity  Mutual  Life  Building.  Editor, 
T.  B.  Welch,  M.  D.,  Vineland,  N.  J.  Publisher,  A.  S.  Robinson.  Price, 
$1 .00. 

Denial  Digest,  Chicago,  111.,  2231  Prairie  Av.  Editor,  J.N.  Crouse,  D.D.S. 
Publisher,  J.N.  Crouse,  D.U.S.     Price,  $2.00. 

Bi- Monthly. 

Dental  Office  and  Laboratory,  Philadelphia,  Pa.,  620  Race  St.    Editor,  Theodore 

F.  Chupein,  D.D.S.     Publishers,  Johnson  &  Lund.     Price,  $1.00. 
Dental  Journal,  Ann  Arbor,  Mich.     Edited  by  students.     Price,  50  cents. 

La  Revista  Dental  Americana,  Philadelphia,  Pa.  Editor,  C.  E.  Edwards, 
D.D.S.     Publisher,  R.  W.  Edwards,  D.D.S.     Price,  $1.00. 

Qvarierly. 

Atlanta  Dental  Journal,  Atlanta,  Ga.     Editor,  \V.  G.  Browne.     Publishers,  W. 

G.  Browne  Dental  Co. 

Dental  Practitioner  and  Advertiser,  Bufifalo,  N.  Y.,  587  Main  St.  Editor,  W, 
C.  Barrett,  M.D.,  D.D.S.     Publisher,  Buffalo  Dental  Mfg.  Co.     Price,  $1 .00. 

Dental  Headlight,  Nashville,  Tenn.,  307  N.  Summer  St.  Editors,  H.  W.  Mor- 
gan, M.D.,  D.D.S.  ;  Ambrose  Morrison,  M.D.  Publishers,  Morrison  Bros. 
Price,  50  cents. 

Odontographic  Journal,  Rochester,  N.  Y. ,  117  State  St.  Editor,  J.  Edward 
Line,  D.D.S.     Publisher,  Rochester  Dental  Mfg.  Co.     Price,  $1.00. 

Facijic  Dental  Journal,  Tacoma,  Wash.  Editor,  W.  E.  Burkart.  Publishers, 
Burkart  Dental  Supply  Co.     Price,  $1.00. 

Texas  Dental  Journal,  Dallas,  Tex.  Editor,  John  C.  Storey,  M.D.,  D.D.S. 
Publisher,  A.  P.  Carey.     Price,  $1.00. 


England. 

Semi- Monthly. 

British  Journal  of  Dental  Science,  London,  289  Regent  St.,  W.  Editor  not  given. 
Publishers,  J.  P.  Segg  &  Co.     Price,  14  shillings. 

Monthly. 

Dental  Record,  London,  6  to   10  Lexington  St.     Editor  not  given.     Publishers, 

The  Dental  Mfg.  Co.     Price  7  shillings,  6  pence. 
Journal  of  the  British  Dental  Association,  London,  20  and  21  King  William  St., 

Strand.     Editor  not  given.     Publishers,    Bailliere,   Tindall  &  Co.     Price  7 

shillings. 


THE    PRACTICE    BUILDER 


251 


France. 

Monthly. 

V Odontologie  et  la  Revue  Internationale  cV O dontologie ,  Paris,  57  Rue  Roche- 
chouart.     Editor,  Paul  Dubois.     Price,  12  francs. 

Le  Monde  Dentaire,  Paris,  9  Rue  de  Londres.  Publisher,  Paul  Vasseur.  Price, 
■  5  francs. 

Revice  Odontologique,  Paris,  3  Rue  de  I'Abbaye.  Publishers,  I'Association  de 
I'Ecole  Odontotechnique.     Price,  12  francs. 

L'Avenir  Dentaire,  Paris,  37  Boulevard  de  Sebastopol.  Editor,  Dr.  Delaunay. 
Publisher,  F.  Menetrier.     Price,  5  francs. 

Le  Progres  Dentaire,  Paris,  22  Rue  du  4  Septembre.  Editor  not  given.  Pub- 
lishers, C.  Ash  &  Son.     Price,  12  francs. 

Germany. 
Weekly. 

'Journalfiir  Zahnheilkiinde ,   Berlin,    Chausseestrasse,    la.     Editor,  Dr.   Erich 

Richter.     Publisher,  Erich  Richter.     Price  7  marks. 
ZaJuidrztliche  Rundschau,    Berlin,  Claudiusstrasse,   15.     Editor,    Max  Bejach. 

Price,  10  marks. 

Monthly. 

Deutsche  Monatsschriftfiir  Zahnheilkunde,  Leipzig,  Konigsstrasse,  18.  Editor, 
Jul.  Parreidt.     Publisher,  Arthur  Felix.     Price,  14  marks. 

Monatsschrift  des  Vereins  Deutscher  Zahnkiinstler,  Leipzig,  Hainstrasse,  26. 
Editor,  Arthur  Stolper.     Price,  9  marks. 

Bi- Monthly. 

Die  Zahntechnik  Reform,  Berlin,  Kopenickerstrasse,  114.  Editor,  G.  H.  Pa- 
w^elz.     Publisher,  R.  F.  Funcke.     Price,  7  marks. 

Quarterly 

Correspondenz-Blatt  fiir  Zahndrzte,  Berlin,  Jagerstrasse,  68.  Publishers,  C. 
Ash  &    Son.     Price,  5  marks. 

Austria. 
Bi-Monthly. 

Odonioskop,    Budapest,    Gizella    Ten    2.     Editor,    Iszlai  Jozsef.      Publisher,    I 
Jozsef.     Price,  2  marks. 


252  THE  PRACTICE   BUILDER 

Qttarterly. 

Oesterreichisch-Ungarische  Vierteljahrsschrift  fiir  Zahnheilkundc,  Vienna,  Sin- 
gerstrasse  No.  8.  Editor,  Julius  Weiss.  Publisher,  Julius  Weiss.  Price  5 
marks. 

Holland. 

Monthly . 

Tijiischrift  voor  Tandheelkunde,  Amsterdam.  Publishers,  Dr.  Erven  H.  Van 
Munstcr  &  Son. 

Switzerland. 

Quarterly. 

Schiucizcrische  Vierteljahrsschrift  fiir  Zahnheilkunde,  Zurich,  Lowenplatz,  45. 
Editors,  Dr.  C.  Redard  and  Dr.  Theo.  Frick.  Publishers,  Societe  Odonto- 
logique  Suisse.     Price,  12  francs. 

Italy. 

Bi-Monthly. 

L Odontologia,  Palermo,  V.  Montevergini,  2.  Editor,  Luigi  RiboUa-Nicodemi. 
Publibhcr.  Luigi  RiboUa-Nicodemi.     Price,  5  lira. 

Quarterly. 

Gironale  di  Correspondcnza  pei  Dentista,  Milano,  ViaTomaso  Crossi,  2.  Edi- 
tor, Cav.  Dott.  Alberto  CouUiaux.     Publishers,  C.  Ash  &  Sons. 

Sweden. 

Quarterly. 

Odonfologisk  Tidskrift,  Stockholm.     Editor,  Ernst.  Sjoberg.     Price,  10  kroner, 

Denmark. 

Monthly. 

Skandinaviska  Tandlakareforengens  Tidskrift,  Copenhagen,  Radsusstraedc,  i. 
Editor,  Carl  Christensan.  Publisher,  Martius  Truslsens  Bogtrykkcri.  Price, 
8  kronor. 

Russia. 

Monthly. 

Messac^er  Odontologique,  St.  Petersburg,  Newsky,  79.  Editor,  Dr.  A.  P.  Si- 
nitzin.     Publisher,  A.  P.  Sinitzin. 


THE    PRACTICE    BUILDER 


253 


Spain. 
Monthly. 

La  Odontologia,  Cadiz,  San  Jose,  2.    Editor,  Dr.  Florestan  Aguilar.     Publishers, 

Aguilar  y  Cia.     Price,  10  pesetas. 
Revista  Estomatologica,  Madrid,  Paseo  de  Recoletos,  21,   entresuelo.     Editor, 

D.  L.  Whitmarsh.     Publisher,  C.  Garcia  Velez.     Price,  20  francos. 

Norway. 
Monthly. 
Den  Norske  Tandlaegeforenings  Tidende,  Christiania.     Editor,  O.  Seel. 

Finland. 

Quartirly. 

Skandinaviska  Tandlakakareforeningsns    Tidskrift,   Helsingfors.     Editor,   Dr. 
Matti  Ayrapaa.     Price,  8  kronor. 

Cuba. 

Monthly. 

Revista  Dental,  Havana,  Salud.  39.    Editor,  Alberto  Colon.     Publisher,  A.  Co- 
lon.    Price,  $2.50. 

Japan. 

Dental  Journal,  Tokio.     Publisher,  Ousaburo  Midzuhoya. 

The  Shikwa-I^aku-Sodan.     Editor,  M.  Chiwaki.     Publisher,  Tokayama  Dental 
College,  Tokio.     Price,  60  sen. 

South  America. 

Monthly. 
Anales  de  la  Sociedad  Dental  de  Bogota,  Colombia,  Apartado,  122.     Editor,  Dr. 
Sebastian  Carrasquilla.     Price,  $2.00. 


The  Dental  Society 

"  A  potent  factor  in  professional  growth  " 

The  dental  college,  the  dental  journal,  and  the  dental  society  form 
the  tripod  upon  which  is  based  the  progress  of  dentistry.  Before  the 
coming  of  these,  dentistry  was  in  a  lowly  position ;  its  jiractitioners  were 
uneducated  persons  who  performed  the  duties  of  the  dentist  as  a  side 
line  to  their  regular  vocations.  Barbers,  jewelers,  and  blacksmiths  were 
in  the  habit  of  performing  the  less  important  operations  of  dentistry. 

With  the  birth  of  these  three  elements  of  professional  progress,  den- 
tistry took  on  new  life  and  became  divorced  from  the  position  which  it 
had  held.  The  first  dental  society  formed  was  the  New  York  Society 
of  Dental  Surgeons,  but,  owing  to  lack  of  interest  and  combined  effort 
in  the  organization,  its  existence  was  brief.  The  plans  of  organization 
were  imperfect,  and  it  is  probable  that  the  organizers  worked  with  no 
specially  definite  objects  in  view. 

Later,  the  American  Dental  Convention  was  organized;  and  this, 
though  in  existence  for  twenty-five  years,  was  finally  abandoned  because 
many  of  the  members  objected  to  admitting  dentists  wdio  belonged  to 
the  lower  ranks  of  the  profession,  not  liking  the  idea  of  associating  with 
men  of  mediocre  talents. 

The  apathy  of  dental  societies  has  often  been  remarked.  The  failure 
to  reach  the  profession  as  a  whole,  and  through  them  win  from  the 
world  a  better  appreciation  of  dentistry,  is  greatly  regretted.  It  is 
understood  by  all  that  successful  results  for  general  welfare  can  only 
be  secured  by  general  effort;  but  this  has  so  far  failed. 

Association  stimulates  ambition,  develops  the  intellect,  and  makes 
one  brighter  and  more  companionable.  It  gives  a  man  greater  power 
for  growth.    The  growing  man  learns  something  from  everything  he 

254 


THE    PRACTICE    BUILDER  255 

sees  or  hears;  nothing  can  touch  him  that  does  not  teach  him,  and  he 
perfects  this  learning,  and  gets  the  good  out  of  it  by  putting  it  into 
practical  application.  If  the  knowledge  is  worthy,  he  continues  to  be 
benefited  by  it  as  long  as  he  is  capable  of  applying  it;  if  it  proves  to  be 
unworthy,  he  can  discard  it. 

Men  prominent  in  public  and  political  affairs,  brilliant  speakers,  and 
skilful  tacticians,  become  proficient  and  polished  by  rubbing  up  against 
other  men  in  their  own  walks  in  life.  So  with  the  physician  and  the 
dentist.  The  best  and  most  representative  members  of  these  profes- 
sions are  found  to  be  active  in  their  society  affairs. 

The  dental  society  contributes  largely  to  the  fraternal  intercourse 
and  good-fellowship  of  its  members.  By  the  interchange  of  ideas, 
through  the  presentation  of  papers  and  their  subsequent  discussion, 
and  by  the  demonstrations  of  the  clinics,  professional  knowledge  is 
increased  and  the  standing  of  the  profession  thereby  elevated.  The 
superior  knowledge  of  one  becomes  the  property  of  all.  It  may  truth- 
fully be  said  that  isolation  dulls  the  ambition  and  the  intellect,  makes  one 
selfish,  narrow-minded,  and  cynical. 

In  the  early  days  of  modern  dentistry,  before  the  establishment  of 
dental  societies,  the  members  of  the  profession  were  much  nearer  on  a 
line  of  equality  than  they  are  to-day,  but  at  the  same  time  that  standard 
of  equality  was  very  much  lower  than  it  is  now.  Then  each  member 
of  the  profession  learned  what  he  could,  and  what  he  learned  he  kept  to 
himself;  for  any  superiority  to  which  he  may  have  attained  added  to 
his  commercial  value,  and  it  was  to  his  individual  interest  to  keep  his 
distinctive  style  of  operating,  and  any  secret  methods  or  processes  for 
the  performance  of  work,  to  himself. 

Through  the  influence  and  stimulus  of  the  dental  society  all  this 
has  been  changed  and  a  more  liberal  tone  imparted  to  the  profession, 
and  a  desire  has  been  created  to  give  to  the  other  members  as  liberally  as 
they  have  themselves  been  given  of  the  fruits  of  knowledge  and  ex- 
perience. 

To  the  younger  members  of  the  profession  the  dental  society  is  a 
very  great  stimulant,  giving  them,  as  it  does,  an  equal  opportunity  with 
the  older  and  more  experienced  practitioners  of  observing  the  per- 
formance of  operations  in  the  clinics,  and  of  themselves  performing  op- 


256  THE    PRACTICE    BUILDER 

erations  in  which  they  may  be  proficient.  More  than  this,  the  dental 
society  has  been  the  means  of  making  many  of  its  members  rich.  N'ery 
often  men  of  observing  tendencies  have  noted  that  some  instrument 
is  needed  to  facihtate  the  performance  of  tliis  or  that  operation,  and  they 
have  not  rested  until  they  have  solved  the  problem  and  invented  an 
instrument  or  appliance  that  has  brought  them  a  handsome  sum  or  a 
good  income. 

Again,  a  young  man  practicing  in  some  smaller  town  attends  the 
meetings  of  his  district  society,  and,  by  seeing  operations  performed 
bv  skilful  members,  becomes  ambitious  to  make  of  himself  a  skilful 
operator.  In  a  few  years  he  is  known  as  such,  and  has  presented  several 
papers  at  his  society  meetings  and  has  contributed  liberally  to  the 
pages  of  the  dental  journals,  and  before  long  he  leaves  his  little  village 
and  enters  practice  in  a  large  city.  If  it  had  not  been  for  the  dental 
society,  the  young  man  might  have  been  content  to  plod  along  year  in 
and  year  out.  merely  an  average  dentist. 

Dr.  J.  X.  Crouse,  of  Chicago,  has  estimated  that  out  of  17.000  den- 
tists in  the  United  States,  less  than  5,000  are  members  of  the  dental 
societies. 

There  should  be  a  great  many  more  members  of  societies  than  there 
are,  but  because  the  12,000  are  not  members  does  not  indicate  that  they 
are  not  progressive  men,  nor  that  they  are  not  worthy  representatives 
of  their  profession.  Most  of  them  are,  indeed,  men  of  most  excellent 
character,  and  thoroughly  conscientious  in  their  operations.  They  have 
never  realized  the  benefits  to  be  derived  from  attending  dental  meetings. 
Many  of  them  have  a  firm  impression  that  such  gatherings  are  in  the 
interest  of  dealers  in  dental  goods ;  others  that  they  are  chiefly  for  the 
purpose  of  gratifying  the  ambition  or  booming  the  reputation  of  am- 
bitious men.  In  short,  misunderstandings  and  misconceptions,  which 
we  all  have  of  things  with  which  we  are  not  familiar,  are  dominant  with 
this  class.  Many  of  the  younger  meml:)crs  think  that  it  costs  too  much, 
or  that  it  takes  too  much  time  from  their  practice,  but  these  are  very 
poor  reasons. 

Some  time  since  one  of  the  State  societies  deputized  one  of  its  offi- 
cers to  get  the  opinions  of  practitioners  who  were  not  regular  attendants 
of  societies,  and  find  out  just  why  they  did  not  take  an  interest  in  dental 


THE   PRACTICE   BUILDER 


257 


society  work.  A  great  variety  of  replies  was  received.  Some  said  that 
they  were  in  favor  of  dental  societies  if  they  were  run  right.  Many 
said  that  the  dental  societies  were  run  to  suit  those  members  who  came 
from  the  larger  cities,  and  that  the  city  element  controlled  the  societies. 
Some  said  that  they  attended,  but  had  received  no  benefit,  and  others 
stated  that  they  did  not  get  back  what  they  had  put  in.  Some  asserted 
that  they  had  plenty  to  do  at  home  without  attending  society  meetings, 
and  still  others  thought  that  they  might  be  all  right  for  poor  operators 
and  inexperienced  persons  to  find  out  how  to  do  operations  in  which 
they  lacked  skill.  Some  had  entertained  the  idea  that  it  was  necessary 
to  pass  an  examination  to  become  a  member,  and  had  for  this  reason 
refrained  from  entering,  while  others  remained  out  because  they  had 
never  been  asked  to  join. 

The  code  of  ethics  and  the  requirements  for  its  observance  seemed 
to  be  a  stumbling  block  to  many  who  would  otherwise  have  joined. 
The  question  of  advertising  has  been  the  cause  of  keeping  many  from 
becoming  members  of  the  societies,  but  the  latter  have  decided  that 
advertising  is  not  dignified  and  that  it  tends  to  degrade  the  profession, 
and  they  have  decided  against  it.  The  reasons  given  in  most  of  the 
answers,  it  will  readily  be  seen,  are  not  sound.  There  is  the  best  of 
reason  for  becoming  a  member  of  a  dental  society,  and  for  attending 
its  meetings  regularly  and  for  taking  active  part. 

The  member  of  a  dental  society  has  opportunity  for  extending  his 
acquaintance.  This  is  a  source  of  much  satisfaction,  and  results  in 
making  many  permanent  friendships.  To  brush  up  against  successful 
men.  men  who  are  making  names  for  themselves  in  the  profession,  is 
very  helpful,  and  cannot  help  instilling  ambition  within  those  who  are 
looking  on  and  noting  the  efforts  of  others  to  get  to  the  front.  It  is 
only  in  the  dental  societies  that  one  can  come  in  direct  contact  with 
the  shining  lights  of  the  profession.  It  is  here  that  the  man  with  an 
idea  can  place  it  before  the  profession  and  receive  due  credit  for  what- 
ever good  he  may  do.  Here  the  individual  expands  and  grows  and 
paves  the  way  to  a  future  of  success.  Here,  in  a  word,  he  has  an  oppor- 
tunity of  comparing  himself  with  the  other  members  of  the  profession, 
and  judging  of  his  own  capabilities  thereby. 

When  clinics  were  made  a  prominent  feature  at  the  society  meet- 


23S  THE    PRACTICE    BUILDER 

ings  there  was  an  increase  in  tlie  attendance,  but,  as  the  cHnics  are  con- 
ducted, only  a  few  can  get  near  enough  to  see  the  operation ;  thus  many 
present  get  no  real  benefit,  owing  to  the  fact  that  they  cannot  get  near 
enough  to  see  clearly  what  is  being  done.  It  has  been  suggested  that, 
instead  of  performing  operations  in  the  mouths  of  patients,  a  large 
dummy  be  used,  and  the  operation  be  explained  by  this  means  and  by 
illustrations  on  the  blackboard. 

Then,  too,  many  societies  are  late  in  issuing  programs.  These 
should  be  announced  in  the  journals  or  the  announcements  sent  out  at 
least  one  month  in  advance  of  the  meeting.  There  are  few  men  who 
can  present  interesting  thoughts  in  the  discussion  of  a  paper  without 
some  preparation,  and  a  few  weeks'  notice  would  prove  very  helpful  in 
this  respect.  All  papers  should  be  completed,  and  copies  sent  to  those 
who  are  to  discuss  them,  at  least  one  month  in  advance  of  the  meeting. 

Every  college  faculty  should  encourage  its  graduates  to  attend  the 
meetings  of  the  society  of  his  district,  after  he  enters  practice,  and  they 
should  report  to  the  students  just  what  of  interest  is  taking  place  in  the 
societies  at  the  time.  The  formation  of  students'  societies  in  the  col- 
leges should  be  encouraged  and  fostered. 

To  become  a  member  of  a  dental  society  it  is  only  necessary  to  sig- 
nify a  desire  to  this  effect  to  the  secretary  of  the  society,  or  to  any  mem- 
ber. The  names  of  all  the  officers  of  the  societies  can  be  learned  from 
Polk's  Dental  Register  of  the  United  States,  and  the  time  of  meeting. 
The  same  information  can  also  be  had  of  your  local  dealer  in  dental  sup- 
plies. The  person  may  present  himself  at  the  meeting  of  the  society  and 
indicate  his  desire  to  any  of  the  members.  If  he  lives  some  distance 
from  the  place  of  meeting  he  may  write  to  the  secretary,  who  will  answer 
any  inquiries.  The  new  member  agrees  to  abide  by  the  rules  of  the 
society  and  the  code  of  ethics.  After  having  become  a  member  of  the 
society,  it  becomes  a  duty  to  present  articles  and  to  discuss  those  of 
others. 

The  subjects  presented  should  be  those  that  are  "  open  questions," 
because  these  admit  of  discussion,  and  their  unsettled  condition  demands 
careful  attention  and  thorough  consideration.  Cases  from  actual  prac- 
tice, wherein  unusual  or  instructive  particulars  attach,  are  always  in- 
teresting.   The  articles  usually  presented,  however,  will  be  found  to  deal 


THE    PRACTICE    BUILDER  259 

with  all  the  great  variety  of  subjects  that  are  presented  in  the  journals, 
and  these  are  the  same  from  year  to  year.  It  will  be  found  that  all  those 
subjects  that  relate  to  the  betterment  of  conditions  in  dentistry  per  se 
are  presented  in  the  societies,  because  they  demand  thorough  discussion 
from  all  points,  and  their  full  worth  cannot  be  brought  out  in  journal 
articles.  The  same  general  rules  which  pertain  to  writing  for  the  jour- 
nals, are  to  be  observed  in  the  preparation  of  articles  for  society 
meetings. 

In  beginning  an  article,  avoid  a  long  preamble,  and  do  not  waste 
time  in  getting  at  the  subject.  Boil  the  matter  down  and  present  the 
facts  in  the  most  succinct  form.  Some  societies  have  limited  their 
speakers  to  a  certain  number  of  minutes. 

Do  not  hesitate  to  take  part  in  debates  whenever  you  have  anything 
valuable  to  offer,  whether  it  is  gleaned  from  literature  or  from  the  great 
school  of  experience.  If  your  views  differ  from  another's,  express  them 
with  courtesy  and  respect.  If  you  have  a  contribution  or  new  fact  to 
offer,  an  invention,  or  new  pathological  views,  or  a  new  discovery  or 
new  secret  to  announce,  a  new  instrument  to  show,  an  operation  to  de- 
scribe, a  specimen  to  present,  a  report  to  make,  or  a  new  treatment,  a 
new  therapeutic  agent,  a  promising  theory  to  tell  of,  or  anything  what- 
ever to  say,  do  it  in  a  careful,  clear,  methodical  manner,  then  sit  down; 
but  when  you  have  nothing  worth  offering,  do  not  talk  for  talk's  sake, 
but  make  Ciceronian  silence  your  law,  and  do  not  break  it.  When  on 
the  floor,  take  care  neither  to  abandon  your  vocabulary  or  technical 
terms  for  the  vernacular,  nor  let  your  professional  manner  degenerate. 
This  will  teach  you  to  arrange  your  thoughts  quickly  and  to  express 
them  clearly. 

Remember  in  debate,  as  elsewhere,  that  there  is  nothing  infallible; 
that  the  dentist  must  school  his  prejudices  and  be  open  to  conviction. 
Toleration  of  a  difference  of  opinion  is  a  lofty  virtue,  therefore  say  or  do 
nothing  to  wound  the  pride  or  feeling  of  any  other  member ;  and  if  any 
incautious  remark,  misstatement,  or  other  personal  reflection  drops  from 
your  lips,  be  not  slow  to  make  proper  atonement.  Those  who  are 
always  positively  right,  while  all  others  are  positively  wrong,  who  can 
brook  no  opinion  that  does  not  accord  with  their  own,  are  usually 
deemed  hot-headed,  rash,  and  indiscreet,  and  very  unsafe  guides. 


,(3o  THE    PRACTICE    BUILDER 

Also,  remember  that  dififerences  of  opinion  are  quite  compatible 
with  friendship,  and  that  controversies,  discussions,  and  parliamentary 
battle,  no  matter  how  short  or  excited,  are  usually  conducted  by  men  of 
discretion  within  the  bounds  of  decorum,  and  without  violation  of  the 
ordinary  rules  of  good  breeding;  and  also  that  there  is  no  mode  of 
practice  nor  treatment  of  any  condition,  which  has  not  been  the  subject 
of  obstinate  dispute,  and  that  every  great  discovery  or  startling  an- 
nouncement stirs  the  dental  world  to  testing  and  reporting,  asserting 
and  denying. 

A  good  dental  society  is  something  of  a  post-graduate  school  and, 
next  to  actual  experience,  there  is  nothing  so  valuable  to  the  young 
practitioner,  for  there  the  collision  of  mind  with  mind,  and  of  thought 
with  thought,  in  amicable  discussion,  awakens  retiection  and  deeper 
reasoning,  increases  the  intellectual  grasp,  stimulates  the  mental  diges- 
tive power,  and  liberalizes  and  enlarges  the  scope  of  both  the  speaker 
and  the  listener,  and  acts  as  a  leaven  to  the  entire  profession.  Nowhere 
else  can  you  study  so  well  the  individuality  and  the  styles  of  different 
dentists,  and  discover  why  each  one  is  what  he  is,  so  fully  as  at  dental 
society  meetings.  There  the  specialist,  the  teacher,  the  general  prac- 
titioner, and  the  book-worm  all  meet,  and  each  in  his  own  way  con- 
tributes to  the  instruction  and  intellectual  recreation  of  the  others. 
There  you  can  meet  your  neighbors  on  common  ground,  grasp  each 
other  by  the  hand,  look  into  one  another's  faces,  and  compare  investiga- 
tions, experience,  and  opinion  by  face  to  face  discussion. 

There  rivalries,  dissensions,  jealousies,  and  controversies  can  be 
softened,  and  professional  friendships  be  formed  and  cemented.  There 
you  can  find  opportunities  for  pleasant,  social  intercourse  with  worthy 
men.  There  you  can  also  silently  measure  the  height  and  depth  of  your 
dental  contemporaries,  and  see  the  difference  between  the  serious  and 
the  superficial  thinker,  the  convincing  and  the  faulty  logician,  the  judi- 
cious and  the  injudicious,  the  alert  and  the  stupid,  intellectual  giants  and 
mental  dwarfs;  there  you  can  also  estimate  the  influence  of  pleasing 
actions  and  deportment,  and  the  intellectual  and  moral  worth  of  those 
who  command  respect,  and  discover  and  learn  to  avoid  the  glaring 
imperfections  of  others  who  do  not,  and  in  many  other  respects  learn 
effectually  to  separate  the  chaff  from  the  wheat. 


THE    PRACTICE    BUILDER  261 

Intercourse  at  a  dental  society  does  serve  as  an  intellectual  exchange,  ■ 
where  one  may  hear  the  discussion  of  moot  points  and  live  questions  in 
dentistry,  and  at  the  same  time  establish  with  his  brethren  friendly  and 
honorable  relations.  One  often  sees  distrust  converted  into  friendship 
merely  by  acquaintance. 

Independently  of  the  benefits  and  improvement  accruing  to  the 
members  of  dental  societies  individually,  they  give  a  sound  and  healthy 
tone  to  the  entire  profession,  stimulate  the  growth  of  dental  science,  and 
also  generate  and  keep  alive  a  genuine  professional  and  brotherly  spirit 
that  tends  to  minimize  all  that  is  unprofessional. 


Booki 


"  Knmi'ledge  is  of  two  kinds  ;  one  of  inner  consciousness  or  memory,  and  an- 
other of  knowing  where  to  go  to  find  out  all  about  a  given  subject ;  which  latter 
kind  is  often  the  more  valuable. " 

Dentistry  is  in  a  large  degree  an  art,  and  requires  finger  skill  for  its 
practice.  This  cannot  be  acquired  from  books.  All  of  the  books  de- 
voted to  dentistry  may  be  read,  and  the  reader  be  far  from  becoming 
a  good  dentist. 

The  book  literature  of  dentistry  is  not  profuse,  yet  it  may  be  said 
that  all  the  important  phases  of  practice  are  covered  by  appropriate  text 
books.  While  dentistry  is  in  a  large  degree  an  art  depending  upon 
manipulative  dexterity  and  artistic  sense,  together  with  mechanical  in- 
genuity, its  scientific  aspect  requires  close  study  to  perfect  its  practi- 
tioners. A  dentist  who  has  not  become  a  diligent  and  efficient  reader  of 
the  literature  of  his  profession  is  at  a  very  great  disadvantage.  To  keep 
pace  with  professional  progress,  and  to  grow  and  expand  in  a  profes- 
sional sense,  it  is  necessary  for  him  to  have  a  thorough  grasp  upon  the 
book  literature  of  dentistry. 

When  we  enter  the  office  of  a  learned  physician,  or  of  a  lawyer  of 
great  reputation,  almost  the  first  thing  we  see  is  a  very  extensive  library 
of  text  books  costing,  in  some  instances,  especially  in  law  books,  many 
thousand  dollars.  Professional  knowledge  is  a  professional  man's  cap- 
ital ;  it  would  seem  the  part  of  wisdom,  therefore,  for  those  who  are  am- 
bitious for  professional  preference,  to  add  to  this  capital  by  having  a 
good  working  library  of  reference  books. 

Many  dentists  have  held  lucrative  practices  for  years,  and  yet  have 
not  a  good  collection  of  the  books  relating  to  their  profession :  but  there 
is  no  doubt  that  they  could  have  served  their  patrons  to  better  ad- 

262 


THE   PRACTICE   BUILDER 


263 


vantage  if  they  had  possessed  good  Hbraries.  One  should  have  a  Hbrary 
of  dental  books  in  which  every  aspect  of  his  work  is  so  fully  treated  that 
there  could  be  no  condition  present  but  that  he  could  successfully  at- 
tend it. 

The  more  successful  medical  men  are  generally  found  to  have  col- 
lected extensive  libraries.  There  are  individual  dentists  who  have  large 
libraries;  but  we  generally  find  them  with  but  few  books,  and  not  given 
to  extensive  reading.  Authors  are  always  at  their  best  in  their  books 
— they  tell  the  very  best  they  know.  Much  of  the  information  that  is 
contained  in  books  cannot  be  had  in  any  other  place.  The  really  au- 
thoritative writers  are  not  in  the  habit  of  contributing  their  best  thought 
to  the  dental  journals,  but  instead  save  it  for  their  books.  Books  contain 
the  most  mature  thought;  they  are  grounded  upon  the  best  judgment 
and  most  refined  experience,  while  journal  articles  are  often  unre- 
liable and  there  is  almost  necessarily  much  that  is  of  little  value.  Much 
that  finds  its  way  into  the  dental  journals  is  immature,  and  cannot  be 
practically  applied  with  full  confidence.  To  successfully  avoid  these 
matters  demands  judgment,  refined  by  experience  or  by  knowledge 
gained  from  authorities;  this  knowledge  can  be  gained  only  from  the 
books.  Judgment  is  refined  by  reading  the  text  books  on  various  lines 
of  work,  and  thus  the  reader  is  qualified  to  judge  of  the  value  of  articles 
offered  and  of  the  practicability  of  the  theories  propounded. 

One  of  the  most  important  books  is  a  good  dictionary  on  medical  or 
dental  science.    Either  of  the  following  is  good: 

Harris's  Dictionary  of  Dental  Science.     Sheep,  $6.00. 
Gould's  Medical  Dictionary.     Half  leather,  $3.25. 
Thomas's  Medical  Dictionary.     Sheep,  $3.50. 

ANATOMY  OF  THE  HUMAN  TEETH.  By  G.  V.  Black,  M.D.,  D.D.S., 
Sc.D.  Third  edition.  171  pp.  Illustrated.  Cloth,  $2.50. 
This  is  the  best  and  most  complete  work  as  a  ready  reference  that  we  have. 
It  is  a  very  valuable  book,  not  only  as  an  aid  to  distinguishing  the  teeth,  but  its 
measurements  of  the  teeth  and  their  roots  make  it  a  reliable  authority  and  guide 
for  operations  in  and  upon  the  roots  of  teeth.  If  a  dentist  were  to  be  called  into 
court  as  an  expert  witness,  and  the  case  depended  upon  an  ability  to  diagnose 
teeth,  the  owner  of  this  book  would  be  safe,  so  long  as  he  kept  close  to  its 
teaching. 


264 


THE    PRACTICE    BUILDER 


METHODS  OF  FILLING  TEETH.  By  R.  Ottolengui.  M.D.S.  Cloth, 
pp.  200.  236  illustrations. 
We  cannot  too  highly  commend  this  book.  Until  its  appearance  there  was 
no  really  practical  book  that  fully  covered  this  subject.  This  book  is  as  practical 
as  words  can  make  it.  Mot  a  case  is  described  that  has  not  occurred  in  the 
author's  practice.  Not  a  method  is  advocated  that  he  has  not  tested.  Its 
language  is  clear,  and  anyone  who  knows  anything  about  dentistry  can  under- 
stand every  statement  made,  and  can  put  into  practice  any  of  the  methods  de- 
scribed. 

Not  the  least  interesting  feature  about  this  book  is  the  illustrations;  these 
are  also  clear  and  most  easily  understood.  There  is  nothing  of  value  relating  to 
filling  teeth  that  it  does  not  tell  about.  The  man  who  cannot  get  ten  times  the 
cost  of  the  book  out  of  it  is  not  very  bright.  There  is  not  a  dentist  in  the  world 
who  cannot  profit  by  the  information  it  gives,  and  there  are  very  few  men  whose 
ability  as  operators  might  not  be  materially  enhanced.  The  book  shows  what 
constitutes  the  highest  art  in  operative  dentistry,  by  men  who  are  accustomed 
to  operating  for  the  most  fastidious  people  in  the  world,  and  those  who  go  to 
make  up  the  very  highest  class  clientele  in  the  world. 

The  explanations  are  so  clear,  and  the  illustrations  so  helpful,  that  no  one 
can  read  and  study  the  book  without  being  enabled  thereby  to  make  artistically 
beautiful  and  abidingly  satisfactory  gold  fillings.  Every  dentist  prides  himself 
upon  his  ability  to  insert  beautiful  gold  fillings,  and  there  is  no  one  who  cannot 
be  benefited  in  this  respect  by  Ottolengui's  book.  It  treats  of  The  Preparation 
of  Cavities,  Keeping  Cavities  Dry.  The  Uses  of  the  Various  Filling  Materials, 
Contour  and  Flat  Fillings.  Special  Principles  Involved  in  the  Preparation  of  Cav- 
ities and  the  Insertion  of  Fillings  in  all  varieties  of  Cavities  in  all  Teeth,  Root 
Filling,  etc.,  besides  containing  a  great  amount  of  information  of  value,  every-day 
hints,  knacks,  and  pointers  that  help  to  work  faster  and  better.  If  you  have  not 
this  book  do  not  practice  another  day  without  it. 

ARTIFICIAL  CROWN  AND  BRIDGE  WORK.  By  George  Evans.  Fifth 
edition.     Cloth.     Pp.  330,  with  index,  $3.00. 

This  book  is  one  of  the  most  complete  works  published.  In  its  pages  are 
described  the  methods  of  construction  and  adaption  of  every  variety  of  crown. 
No  one  who  makes  any  pretence  of  performing  any  of  the  operations  indicated 
in  the  line  of  crown  work  or  bridge  work  can  afTord  to  be  without  it.  By  its 
use  the  study  of  bridge  and  crown  work  is  greatly  simplified.  The  book  con- 
tains 625  illu-strations.  The  fact  that  the  work  has  demanded  three  new  editions 
in  three  years  attests   its   great  popularity. 

It  gives  the  Preparatory  Treatment  of  Teeth  and  Roots  for  Crown  work. 
The  Pulps  of  Teeth,  Preservation,  Devitalization,  Pulp  Capping,  Treatment  of 
Pulpless  Teeth,  Chronic  Alveolar  Abscess,  Shaping  Teeth  and  Roots  for 
Crown  work. 

Artificial  crown  work  is  then  treated  of  with  special  reference  to  the 
Porcelain  System.  Every  form  of  procelain  crown  is  thoroughly  considered. 
The  Gold  Crown  System  next  receives  attention  and  every  form  of  crown  is 
treated  of. 


THE    PRACTICE    BUILDER 


265 


Bridge  work  in  all  its  forms,  removable  and  fixed,  is  presented  thoroughly; 
and  so  clear  are  the  descriptions  and  so  perfectly  plain  the  illustrations,  that 
every  step  is  easily  understood;  the  author  leaves  nothing  to  the  imagination, 
nor  does  he  make  allowance  for  experience,  but  presents  his  subject  with  such 
thoroughness  that  no  one  can  fail  to  understand.  Special  methods  of  noted 
operators  are  given,  and  information  is  given  concerning  materials  and  pro- 
cesses in  crown  and  bridge  work. 

DENTAL  PATHOLOGY  AND  THERAPEUTICS,  In  the  Form  of  Ques- 
tions and  Answers.  By  J.  Foster  Flagg,  D.D.S.  and  Otto  E.  Inglis, 
D.D.S    Third  edition.     Cloth,  105  pp.    $2.00. 

In  the  719  questions  and  answers  in  this  book,  the  whole  field  of  dental 
pathology  is  gone  over.  There  is  not  in  the  whole  range  of  dental  literature 
a  book  that  is  more  practical  and  more  to  be  desired  as  a  reference  book,  nor 
one  that  should  be  more  constantly  at  the  operator's  disposal.  Scarcely  a  day 
passes  but  that  there  is  need  for  such  information  as  is  herein  conveyed.  There 
is  no  greater  authority  on  this  branch  than  Dr.  Flagg,  and  there  never  was  so 
great  a  subject  presented  in  such  compact  shape  without  losing  its  practical 
value. 

Within  the  limit  of  these  questions  and  answers  is  presented  every  possible 
phase  of  every  subject  that  forms  a  part  of  pathology  and  therapeutics  in  den- 
tistry. Without  this  for  reference  in  the  numerous  cases  that  present  we  should 
feel  lost.  There  is  a  full  and  complete  list  of  dental  medicaments  at  the  end  of 
the  book.  In  this  list  are  some  very  valuable  formulae,  the  result  of  Dr.  Flagg's 
long  term  of  experience  and  observation. 

ORTHODONTIA.  By  S.  H.  Guilford,  A.M.,  D.D.S.,  Ph.D.  Second  edition. 
Revised  and  Enlarged.  228  pp.  180  illustrations.  Cloth,  $2.25. 
The  author  presents  his  subject  in  the  clearest  and  simplest  language  pos- 
sible. He  takes  first  the  underlying  principles  of  the  art,  and  then  presents  the 
principal  methods  which  are  employed  for  the  treatment  of  the  different  cases, 
and  after  this  the  correlation  of  principles  and  methods  in  their  application  to 
typical  cases.  The  book  is  an  eminently  practical  one,  and  does  not  incline  to 
any  one  method  for  the  treatment  of  cases  of  irregularity  of  the  teeth,  but  shows 
the  application  of  the  various  appliances  to  a  variety  of  cases.  We  consider  the 
book  to  be  the  best  comprehensive  work  on  the  subject. 

THE  ANGLE  SYSTEM  OF  REGULATION  AND  RETENTION  OF  THE 
TEETH  AND  TREATMENT  OF  FRACTURES  OF  THE  MAXIL- 
LA.    By  Dr.    Edward   H.    Angle.      Revised  and    Enlarged.      113   illus- 
trations. 
This  work  illustrates  Dr.  Angle's  system  for  regulating  the  teeth,  and  re- 
taining the  regulated  teeth  after  they  have  been  brought  into  proper  position. 
Dr.  Angle's  appliances  for  the  regulation  and  retention  of  regulated  teeth,  as  is 
well  known,  are  manufactured  ready  for  use;  and  this  book  shows  their  practical 
application  to  cases  in  practice.    The  book  will  prove  a  valuable  one  for  ready- 
reference. 


266  THE    PRACTICE    BUILDER 

ORAL  DEFORMITIES.  By  Norman  W.  Kingsley,  M.D.S.,  D.D.S.  54i  PP- 
350  illustrations.     Cloth,  $5.00.     Sheep.  $6.00. 

Dr.  Kingsley's  book  is  the  best  one  upon  its  subject.  All  other  works  that 
treit  this  subject  at  all  draw  heavily  upon  Dr.  Kingsley's  book  for  cases  and 
for  illustrations.  It  is  a  most  exhaustive  work,  and  the  author's  great  skill  and 
wide  experience  eminently  fitted  him  for  such  a  task  as  is  indicated  by  such  a 
work.  It  may  be  possible  to  get  some  of  the  information  it  contains  in  other 
books,  but  if  you  really  wish  to  know  all  the  subjects  you  must  go  back  to  Kings- 
ley  after  you  get  through  experimenting. 

Part  One,  under  Irregularities  of  the  Teeth,  treats  of:  Etiology — Correla- 
tion of  Irregularities  to  Idiocy — Diagnosis — Physiology  and  Pathology— Me- 
chanical Forces  Used  in  Regulating  Teeth,  Impressions  and  Models — Cases 
from  Practice  in  Regulating  Teeth. 

In  Part  Two,  Palatine  Defects  are  treated  under  the  heads  of:  Congenital 
and  Acquired  Palatal  Lesions — History  of  Obturators — Appliances  for  Acciuired 
Palatal  Lesions — History  of  Artificial  Vela — Treatment  of  Congenital  Fissure 
of  the  Palate — Method  of  Making  Artificial  Palates — Introduction  and  Use  of 
Artificial  Vela — Buccal  and  Nasal  Prosthesis. 

Part  Three:    Maxillary  Fractures.    Location  Diagnosis,  Interdental  Splints. 

Part  Four:  Mechanism  of  Speech,  Physics  of  Sound.  The  Formation  of 
Vowels  and  Consonants. 

Part  Five:  The  .Esthetics  of  Dentistry.  Art  Culture  Required  in  Dental 
Prosthetics.    Anatomy  and  Physiology  of  Expression. 

A  SYSTEM  OF  ORAL  SURGERY.  By  James  E.  Garretson,  A.M.,  M.D., 
D.D.S.  Sixth  edition,  i.ooo  pages.  Cloth,  $9.00.  Sheep,  $10.00. 
Garretson's  "  System  of  Oral  Surgery,"  is  one  of  the  most  remarkable  text- 
books in  the  world.  Its  author  was  one  of  the  most  profound  thinkers,  as  well 
as  the  most  able  man  in  the  world  in  his  specialty.  He  was,  in  fact,  the  first  Oral 
Surgeon.  His  book  is  a  remarkable  contribution  to  the  literature  of  dentistry. 
It  is  a  treatise  on  diseases  and  surgery  of  the  mouth,  jaws,  face,  teeth,  and  asso- 
ciate parts.  It  is  the  most  complete  and  the  most  comprehensive  work  in  den- 
tistry. It  is  really  a  system  of  dentistry,  for  it  treats  of  operative  and  mechan- 
ical dentistry  in  all  its  phases.  If  there  were  but  one  book  a  dentist  could  aflford 
to  buy.  that  one  book  would  be  Garretson's  System  of  Oral  Surgery. 

PLASTICS  AND  PLASTIC  FILLING.  By  J.  Foster  Flagg,  D.D.S.  Cloth, 
pp.  211.  Illustrated.  Price  $4.00. 
Dr.  Flagg  has  always  been  the  leading  authority  on  plastics.  He  has  been 
called  "  The  Apostle  of  Plastics,"  and  no  man  has  given  to  the  study  of  this 
subject  equal  care  and  attention.  He  championed  the  cause  of  plastics  when  it 
had  few  friends,  and  no  other  champion  than  himself;  when  men  openly  decried 
the  use  of  plastics,  and  privately  used  them  in  their  own  practices.  In  his  book 
he  has  given  the  results  of  his  great  experience  in  the  making  and  use  of  all  the 
plastics.  His  book  is  interesting,  so  interesting  in  fact  that  few  can  lay  it  down 
without  reading  it  through.     It  is  as  interesting  as  a  story  book,  and  yet  it  is  a 


THE   PRACTICE   BUILDER.  267 

scientific  treatise.    Anyone  who  thinks  he  knows  all  about  plastics  should  read  it, 
and  then  he  will  know  how  to  insert  an  amalgam  filling. 

THE  AMERICAN  TEXT  BOOK  OF  PROSTHETIC  DENTISTRY.     Ed- 
ited by  Charles  J.  Essig,  M.D.,  D.D.S.    Professor  of  Mechanical  Dentistry 
and  Metallurgy,  University  of  Pennsylvania,  Philadelphia.     In  one  octavo 
\olume  of  760  pages,  with  983  engravings.     Price,  cloth,  $6.00.     Leather, 
$7.00. 
This  is  the  latest  and  most  complete  book  on  this  subject.    It  consists  of  con- 
tributions by  eminent  authorities.    As  a  text-book  on  prosthetic  dentistry  it  is  a 
decided  step  in  advance  of  anything  which  has  appeared  on  that  subject. 

PRACTICAL  TREATISE  ON  MECHANICAL  DENTISTRY.  By  Joseph 
Richardson.  Cloth,  $4.50.  Sheep,  $5.50. 
This  book  is  very  complete  and  thorough,  and  is  illustrated  with  several 
hundred  cuts.  xAill  the  procedures  of  mechanical  dentistry  are  carefully  con- 
sidered, and  much  space  is  given  to  crown  and  bridge  work  and  to  oral  de- 
formities. 

ANATOMY  AND  PATHOLOGY  OF  THE  TEETH.  By  C.  F.  W.  B6- 

decker,  D.D.S.,  M.D.S.    xA.dopted  by  The  National  Association  of  Dental 

Faculties  as  a  Text-book.    676  pp.    325  illustrations.    Cloth.  $5.00.    Sheep, 

$6.00. 

This  is  a  great  book.     It  is  the  work  of  ten  years   on  the   part   of  Dr. 

Bodecker.     Any  one  interested  in  the  study  of  Pathology  cannot  fail  to  find  it 

very  valuable  as  a  work  of  reference. 

DENTAL  JURISPRUDENCE.  By  Wm.  F.  Rehfuss,  D.D.S.  468  pp.  Cloth, 
$2.50.  Half  morocco,  $3.50. 
When  a  dentist  needs  advice  about  dental  jurisprudence  he  needs  it  in  a 
hurry.  It  is  impossible  for  him  to  know  at  w^hat  moment  he  may  be  sued  by  a 
patient,  or  when  he  may  have  to  sue.  This  book  gives  all  the  information  there 
is  concerning  the  legal  aspect  of  the  practice  of  dentistry.  It  tells  all  about  Dental 
Expert  Witnesses — The  Legal  Protection  Afiforded  the  Dentist — Malpractice — 
The  Degree  of  Skill — Damages — Rape — Compensation — this  chapter  is  very 
valuable,  because  it  tells  all  about  the  payment  of  dentist's  accounts,  and  shows 
him  the  law  in  the  matter  when  he  decides  to  bring  suit  to  recover  payment — 
The  Book  Accounts  of  Dentists — Patent  Rights — and  a  great  fund  of  information 
of  value  to  every  practicing  dentist.  By  all  means  have  this  book;  it  wall  save 
many  dollars:  saving  dollars  is  making  dollars.  This  is  a  pointer  that  is  worth 
putting  into  practice. 

ARTIFICIAL  ANAESTHESIA.  By  Laurence  Turnbull,  M.D.,  Ph.  G.  Cloth. 
Fourth  edition  Revised  and  Enlarged.  Illustrated.  Price,  $3.00. 
In  this  work  Dr.  Turnbull  treats  the  subject  of  Ansesthetics  and  Anaes- 
thesia in  the  most  thorough  manner.  The  author's  sole  object  has  been  to  make 
this  work  a  scientific,  yet  practical  and  safe  guide,  no  labor  or  expense  having 
been  spared  to  accomplish  this  object. 


268  THE  PRACTICE   BUILDER 

CATCHING'S  COMPENDIUM  OF  PRACTICAL  DENTISTRY.     By  B. 
H.  Catching,  D.D.S.    Cloth.    Averaging  about  320  pp.     Illustrated.     First 
volume  1890;    Second  volume  1891;    Third  volume  1892;    Fourth  volume 
1893;  Fifth  volume  1894;  Sixth  volume  1895;  Seventh  volume  1896.    Price, 
1891,  1892,   1893.  1894,  $2.50  each;  Price,   1895,   1896,  $3.00  each. 
"  Catching's  Compendium  "  of  each  year  contains  all  the  best  practical  articles 
that  appear  in  all  the  dental  journals,  both  foreign  and  domestic,  for  that  year, 
so  that  he  who  owns  it  can  have  the  gist  of  all  the  really  practical  ideas  in  one 
volume.     To  the  man  who  cannot  afiford  to  take  several  journals  this  book  will 
prove  a  very  good  investment,  for  he  will  get  all  that  is  worth  preserving  in  con- 
densed form.    Dr.  Catching  does  all  this  for  him,  and  he  has  done  it  admirably. 
The  departments  are — Operative  Dentistry — Prosthetic  Dentistry — Crown  and 
Bridge  Work— Orthodontia — Dental    Medicine — Oral    Surgery — Miscellaneous 
— Science  in  Dentistry.    There  are  many  little  points  that  come  up  during  a  day 
in  a  dental  office,  that  puzzle  an  operator;    but  he  can  by  reference  to  these 
books  find  out  just  what  he  wishes  to  know.    Have  them,  by  all  means. 

FIVE  HUNDRED  AND  SIXTY-SEVEN  HINTS  FOR  THE  BUSY  DEN- 
TIST.   By  Wm.  H.  Steele,  D.D.S. 

USEFUL  HINTS  FOR  THE  BUSY  DENTIST.  By  Wm.  H.  Steele,  D.D.S. 
Cloth,  each  300  pages.  Price  each,  $2.50. 
In  these  books  Dr.  Steele  has  gathered,  winnowed,  sifted,  sorted,  and  boiled 
down  all  the  best  practical  hints,  pointers,  and  helpful  aids  to  performing  work 
as  it  is  done  every  day  at  the  chair.  These  pointers  are  gathered  from  the 
dental  journals,  the  dental  societies,  from  personal  talks  with  dentists,  and  from 
Dr.  Steele's  own  experience.  They  make  a  very  valuable  addition  to  any  dentist's 
library,  and  there  is  no  dentist  who  will  not  be  amply  repaid  for  buying  them. 

NITROUS  OXIDE.  Its  Properties,  Methods  of  Administration,  and  Effects. 
By  S.  H.  Guilford,  A.M.,  D.D.S.  Cloth.  Price  $1.00. 
Every  dentist  should  have  this  book.  To  go  on  from  day  to  day  administer- 
ing Nitrous  Oxide  Gas  without  having  it  is  not  justice  to  a  dentist's  patrons 
nor  to  himself.  The  book  contains  a  vast  amount  of  information  and  is  prac- 
tical, useful,  from  beginning  to  end. 

Among  the  other  works  of  reference  that  dentists  are  advised  to  have 

are  the  following: 

Buxton's  "  Anesthetics." 

Clifford's  "  Manual  of  Materia  Medica,  Pharmacology,  and  Therapeutics." 

"  Dental  Microscopy."     Hopewell  Smith.  L.D.S. 

"  Dental  Pathology  and  Practice."    Frank  Abbott,  M.D. 

"  Dental  Laboratory."    Theodore  Chupein. 

Essig's  "  Dental  Metallurgy." 

Gorgas's  "  Dental  Medicine." 

Harris's  "  Principles  and  Practice  of  Dental  Surgery." 

Haskell's  "  Students'  Manual." 


THE  PRACTICE   BUILDER.  269 

Lennmalm's  "  History  and  Review  of  Dentistry." 

Miller's  "  Micro-Organisms  of  the  Human  Mouth." 

Mitchell's  "  Dental  Chemistry." 

Manual  of  '"  Dental  Chemistry." 

"Manual  of  Dental  Anatomy,  Human  and  Comparative."     Tomes. 

"  Manual  of  Operative  Technics."    Weeks. 

"  Practical  Dental  Metallurgy."     Hodgen. 

"  Rise,  Fall,  and  Revival  of  Dental  Prosthesis."     Cigrand. 

Polk's  "  Dental  Register." 

"  City  Directory." 

Besides  these  books,  every  progressive  dentist  should  have  works 
of  reference  that  do  not  relate  to  his  professional  work.  A  dentist 
should  be  well  informed  on  other  subjects  as  well  as  upon  his  profession. 
He  should  have  a  good  Encyclopedia,  and  such  works  of  reference  as 
are  necessary  in  the  library  of  a  professionally  educated  gentleman. 


Lady  Assistants 

"  Let  thy  maid  he  faithful,  strong,  and  homely  " 

As  soon  as  vou  can  afford  it  have  a  lady  assistant.  Her  services  will 
be  found  valuable  in  many  ways.  The  presence  of  a  woman  in  an  office 
is  indicated  by  the  care  and  attention  which  is  given  the  arrangement 
of  the  furniture,  and  by  the  neatness  and  cleanliness  which  prevails; 
things  that  a  man  never  notices  are  always  observed  by  a  woman's 
watchful  eye. 

Dust  that  is  not  noticed  by  a  man  will  always  be  seen  by  a  woman. 
When  a  lady  patient  enters  an  office  she  looks  around  to  see  if  she  can 
discern  any  dirt.  If  a  young  lady  takes  care  of  the  office,  it  is  probable 
that  the  patient  will  not  see  any  dirt. 

A  young  woman  selected  for  an  assistant  should  be  sufficiently  well 
paid  to  enable  her  to  dress  neatly.  While  she  should  be  neat  in  appear- 
ance, care  should  be  taken  that  she  is  not  too  good  looking;  an  assist- 
ant should  not  be  selected  because  of  her  good  looks.  Good  looking 
assistants  in  dental  offices  have  caused  more  or  less  trouble,  from  the 
time  of  their  first  employment.  We  hope  we  will  be  excused  from  any 
extended  discussion  of  this  matter,  and  trust  that  every  man  will  govern 
his  selection  by  good  sense  and  sound  judgment. 

As  an  aid  to  operating,  a  girl  is  of  very  great  assistance;  after  a  short 
time  she  becomes  habituated  to  the  peculiar  style  of  operating  practiced 
by  her  employer.  Thus,  she  passes  gold,  anneals  it.  passes  it  to  the 
proper  position  in  the  cavity  and  condenses  it  with  the  mallet.  It  is 
estimated  that  by  the  aid  of  an  assistant  fully  thirty-three  per  cent,  better 
time  is  made  on  gold  work.  There  can  be  no  doubt  that  the  work  is 
done  better,  because  the  dentist  can  give  his  whole  attention  to  packing 

270 


THE    PRACTICE    BUILDER  271 

the  gold.    The  saving  to  the  patient  is  not  less  important.     One-third 
less  time  in  the  chair  would  be  a  grateful  prospect. 

The  advantage  of  a  lady  assistant  in  receiving  and  dismissing  pa- 
tients is  very  great ;  in  helping  the  ladies  of¥  with  their  wraps  and  hang- 
ing them  up,  and  after  the  operation  is  finished,  helping  them  on  with 
them;  in  entertaining  those  who  wait,  and  in  keeping  children  amused 
before  and  during  operations — no  insignificant  tasks. 

The  saving  in  time  to  the  operator  is  so  great  that  with  an  assistant 
he  can  get  all  his  gold  work  done  during  the  lightest  hours  of  the  day. 
He  can,  if  he  has  to  do  it,  perform  one-third  more  work;  or  he  can  give 
one-third  more  time  to  his  plate  work.  The  saving  in  time  will  save  the 
dentist's  nerves.    This  means  longer  life  to  him. 

It  should  be  a  part  of  the  lady  assistant's  work  to  see  that  the  nap- 
kins used  to  dam  the  flow  of  saliva  in  filling  operations  be  properly 
laundered.  For  this  she  should  receive  extra  pay.  She  should  keep 
the  books,  and  attend  to  the  details  connected  with  the  book-keeping. 

In  this  connection  it  may  be  said  that  one  should  deliberate  before 
employing  a  lady  assistant;  the  position  is  a  very  confidential  one,  and 
few  dentists  care  to  trust  the  details  of  their  practice  to  girls.  She  should 
render  the  bills,  monthly,  from  the  books,  and  should  be  made  familiar 
with  the  different  forms  used  in  letter  writing,  in  the  cases  of  delin- 
quents. Some  dentists  allow  their  assistants  to  collect  from  slowly  pay- 
ing patrons.  It  is  an  effective  method.  People  do  not  care  to  have 
them  call  more  than  two  or  three  times. 

She  should  typewrite  his  articles  for  publication  and  attend  to  his 
business  correspondence.  He  should  so  familiarize  her  with  the  dental 
journals  that  she  could  mark  for  him  the  most  desirable  articles  to  read, 
and  should  index  the  articles  from  the  various  journals  after  the  plan 
shown  by  the  Ohio  Dental  Journal,  so  that  an  article  could  be  found 
without  loss  of  time,  and  requiring  reference  only  to  the  index. 

The  method  as  used  by  the  OJiio  Dental  Journal,  was  to  have  a 
blank  page  inserted  in  the  front  each  month,  on  which  the  interesting 
articles  of  all  the  other  journals  taken  by  the  subscriber  could  be  in- 
dexed: 

Article Journal Page 

She  should  file  his  notes  in  their  appropriate  places  in  the  portfolio 


272 


THK    PRACTICE    BUILDER 


scrap  book,  or  pigeon-hole  boxes  of  the  desk.  She  should  arrange  the 
list  of  those  whose  teeth  are  to  be  examined  at  regular  intervals,  so  that 
the  cards  can  be  filled  out  on  the  typewriter,  the  envelopes  addressed 
likewise,  and  the  cards  mailed  and  the  reminder  cards  sent  without  any 
hitch  occurring.  The  cement  cards,  the  crown  and  bridge  cards,  should 
be  so  systematically  arranged  that  everything  will  move  ofY  without  the 
slightest  interference  on  the  part  of  the  dentist. 

It  should  be  her  duty  to  attend  to  the  corres^^ondence,  and  the  filing 
and  entering  of  the  hills  received  from  the  dental  dealers  and  from 
others.  She  should  attend  to  the  mailing  of  "  The  American  Dental 
Instructor,"  as  described  in  "  Holding  Patronage." 

Wiien  extracting  is  to  be  done,  a  lady  assistant  is  a  great  help, 
whether  the  extracting  be  done  by  use  of  gas  or  local  anaesthetic.  If 
ether  is  used  the  lady  assistant  should  always  be  at  hand.  This  for  the 
dentist's  protection. 

Again,  amalgam  fillings  can  rarely  be  finely  finished  at  the  same  ap- 
pointment that  they  are  inserted,  and  it  will  be  the  very  best  business 
policy  for  the  dentist  to  have  appropriate  cards  which  should  be  sent  to 
the  patients  a  day  or  so  after  the  operation  has  been  performed,  telling 
I  hem  to  call  at  such  and  such  an  hour  to  have  the  filling  polished, 
whether  amalgam  or  cement. 

If  a  higher  polish  is  intended  to  be  given  a  gold  filling,  the  lady  assis- 
tant can  do  this.  There  are  a  great  many  other  duties  that  will  suggest 
themselves  to  the  practitioner.  An  assistant  should  be  selected  who 
possesses  tact  and  good  manners,  one  who  can  converse  intelligently 
with  the  clients  of  her  employer.    She  should  know  her  place  and  keep  it. 

The  manifold  nature  of  her  duties  and  the  confidential  personal 
character  of  her  work  makes  it  necessary  to  place  her  in  complete  charge 
of  the  financial  aspect  of  the  practice,  thus  relieving  the  practitioner  of 
any  laborious  book-keeping  and  accounts  of  any  kind.  Thus  he  is 
given  all  this  time  to  devote  to  the  scientific  side  of  his  work. 

A  trained  assistant  soon  becomes  so  valuable  an  aid  that  the  prac- 
titioner would  not  care  to  be  without  one.  The  promptness  with  which 
accounts  may  be  rendered,  and  the  tight  rein  a  man  has  on  his  practice 
when  everything  moves  along  smoothly,  is  w^orth  everything  it  costs  to 
have  it  so. 


THE   PRACTICE    BUILDER  273 

When  everything  moves  along  in  a  slip-shod  manner,  it  is  surprising 
how  quickly  a  practice  will  drop.  It  is  like  a  trotting  horse,  the  moment 
the  driver  loosens  up  on  the  reins  the  horse  either  "  goes  off  his  feet," 
or  slacks  his  speed  at  once.  A  dental  practice  is  just  the  same.  As  long 
as  a  man  keeps  in  touch  with  every  phase  of  its  conduct,  everything  will 
go  swimmingly ;  but  if  anything  is  neglected,  look  out  for  a  calm. 


Boy  Assistants 

"  Boys  should  learn  that  "which  they  shall  use  as  men  " 

A  great  many  boys  who  gave  promise  of  brilliant  careers  as  railroad 
section  hands  have  been  ruthlessly  torn  from  their  more  appropriate 
bent  in  life,  to  be  taken  into  dental  offices  as  assistants.  Boys  are  taken 
up  by  dentists  wholly  without  regard  to  their  fitness  for  the  work,  and 
who  are  without  a  proper  preliminary  education,  or  comprehension  of 
dentistry.  In  this  way  hundreds  of  young  men,  better  fitted  both  by 
natural  inclination  and  by  education  for  some  other  vocation,  are  added 
to  our  ranks. 

Hundreds  of  dentists  practising  to-day  ought  to  be  anything  else. 
Their  fathers  or  mothers  thought  there  was  money  in  dentistry,  and 
they  wanted  their  sons  to  be  dentists.  When  a  boy  applies  to  a  dentist, 
to  become  an  assistant,  he  should  be  told  that  dentistry  is  not  the  EI 
Dorado  he  seems  to  think  it.  He  should  be  told  of  the  preliminary  edu- 
cation demanded  of  the  dental  student  to-day,  the  length  of  time  it  takes 
to  complete  a  course  of  training,  the  expense  of  attending  a  dental  col- 
lege, and  of  the  long  period  of  enforced  idleness  while  waiting  to  acquire 
a  good  practice. 

It  should  be  explained  to  him  that  the  reports  concerning  the  in- 
comes of  dentists  are  very  erroneous,  that  the  popular  opinion  con- 
cerning the  profits  from  dental  work  are  based  upon  an  improper  un- 
derstanding of  the  matter,  and  that  a  competency  is  only  gained  by  years 
of  toil. 

He  should  be  told  that  the  incomes  are  out  of  all  proportion  to  the 
time  given  to  educating  themselves,  and  to  the  money  spent  in  their 
education  and  to  maintaining  themselves  after  entering  practice;  that 
in  proportion  to  the  time,  study,  money,  and  nerve  racking  work  per- 

274 


THE   PRACTICE   BUILDER  27" 

formed,  the  dentist  is  illy  paid;  that  the  same  amount  of  money  used  as 
capital,  the  same  amount  of  study  and  the  same  individual  talent,  would 
be  better  rewarded  at  the  end  of  twenty  years  in  almost  any  other  voca- 
tion than  in  dentistry ;  that  hundreds  of  dentists  in  practice  to-day,  yes, 
thousands,  have  little  more  than  a  good  living,  and  that  hundreds  are 
dying  and  leaving  nothing  to  their  families  but  a  good  name.  This 
doesn't  keep  the  family,  however. 

If  the  dentist  would  shut  off  about  fifty  per  cent,  of  the  aspirants  for 
dental  fame,  the  quality  of  the  annual  crop  of  graduates  would  be 
materially  improved.  No  worthy  young  man  should  be  discouraged. 
We  have  plenty  of  room  for  good  dentists,  but  we  have  neither  time  nor 
room  for  the  hundreds  who  annually  become  infatuated  with  a  sudden 
desire  to  be  dentists. 

It  is  a  fact  that  cannot  be  denied,  that  a  young  man  who  proposes  to 
be  a  dentist  actually  throws  away  his  time  by  going  into  a  dental  ofhce 
as  assistant.  This  is  because  he  has  no  systematic  course  of  instruction, 
and  does  the  simple  duties  assigned  him  without  being  any  better  pre- 
pared for  college  than  if  he  had  never  seen  a  dental  office.  If  he  remains 
in  the  office  for  a  year  or  more  he  is  allowed  the  privilege  of  cleaning  out 
the  office  every  morning,  of  taking  care  of  the  laboratory,  of  mixing 
plaster,  and  of  scraping  the  plaster  bench,  of  watching  the  vulcanizer, 
scraping  the  plates  when  they  are  vulcanized  and  polishing  them  for  the 
final  finish.  This  is  not  a  proper  return  for  the  length  of  time  he  is 
usually  employed  in  such  pursuits.  This  work  is  altogether  too  trivial. 
It  is  a  waste  of  time  for  a  young  man  to  perform  these  menial  duties  for 
the  mere  sake  of  learning  the  little  that  he  does. 

The  dental  colleges  as  a  general  rule  say  they  prefer  to  take  a  green 
young  man  who  knows  nothing  about  laboratory  work,  and  train  him 
themselves;  because  it  is  necessary  to  make  the  majority  of  those  w^ho 
have  been  under  a  preceptor  unlearn  a  great  deal  of  what  they  were 
taught.  This  is  sometimes  hard  to  do,  as  the  student  is  likely  to  think 
his  preceptor  was  right. 

A  dentist  should  not  take  in  a  boy  assistant  without  having  a  very 
definite  understanding  with  his  parents.  He  should  tell  them  plainly 
that  if  the  boy  enters  the  office  as  is  the  usual  custom,  it  will  be  a  loss 
of  time  to  him;   but  tell  them,  if  they  are  really  anxious  for  the  boy  to 


276  THE   PRACTICE   BUILDER 

prepare  himself  for  a  dental  college,  you  can  be  of  great  assistance  to  him 
provided  they  wish  to  pay  for  your  services,  which  should  not  be  less 
than  $ioo.OQ  for  one  year,  and  more  according  to  the  reputation  of  the 
dentist. 

By  this  means  the  boy  is  assured  of  a  systematic  course  of  instruc- 
tion; the  dentist,  being  remunerated,  has  an  interest  in  his  advance- 
ment and  instructs  him  for  college,  and  advises  him  how  and  what  to 
study,  and  what  to  avoid.  Thus,  when  he  enters  college,  he  is  prepared 
to  get  the  most  benefit  from  his  studies.  Not  only  this,  but  his  instructor 
can  show  him  how  to  avoid  many  expenses  that  otherwise  he  would 
find  it  difficult  to  refrain  from  making. 

An  assistant  should  not  be  allowed  to  insert  amalgam  fillings  or 
cement  fillings.  Some  dentists  permit  their  student  assistants  to  do  this, 
but  it  is  not  professionally  right,  nor  is  it  good  business  policy.  If  one 
allows  his  assistant  to  do  these  things,  people  will  think  it  does  not  take 
much  study  or  practice  to  be  a  dentist,  and  if  the  work  does  not  go  just 
right  the  dentist  is  blamed  for  it,  and  rightly,  too. 

When  a  dentist's  practice  has  grown  sufficiently  for  him  to  need 
some  aid,  he  should  secure  the  services  of  a  graduate.  Much  of  the 
lighter  work  that  consumes  time  may  be  done  by  the  assistant,  such  as 
the  use  of  plastics,  and  cleaning  teeth  and  plate  work,  after  the  latter  has 
undergone  the  personal  supervision  of  the  dentist  himself.  Thus  the 
operator  has  more  time  to  devote  to  his  crown  and  bridge  work,  to  his 
regulating  cases,  and  to  his  gold  filling. 

His  ability  is  more  likely  to  be  improved,  and  his  value  to  his  patrons 
materially  increased.  He  has  more  time  to  study  the  needs  of  his  prac- 
tice; he  is  given  opportunity  to  think  and  devise  means  for  its  exten- 
sion; and  he  is  afforded  abundant  opportunity  to  attend  the  societies, 
and  to  visit  his  brother  dentists  in  their  offices,  to  exchange  ideas  with 
them;  to  go  home,  put  them  into  operation,  and  if  they  are  good  to 
profit  by  them. 

The  presence  of  an  assistant  prevents  many  undesirable  things  from 
happening,  especially  in  the  matter  of  women.  An  assistant  is  valuable 
as  a  witness  to  transactions  between  the  dentist  and  patients  that  are 
otherwise  likely  to  be  troublesome. 


The  Dentist's  Home 

"  Hie  him  home  at  evening's  close,  to  sweet  repast  and  calm  repose  " 

It  is  the  ambition  of  every  dentist  to  have  a  home  of  his  own,  and 
this  is  possible,  by  the  exercise  of  the  same  prudence  that  it  is  necessary 
for  a  man  to  exhibit  in  any  other  calling. 

To  own  his  own  home  should  be  the  aim  of  every  man.  When  a  man 
has  attained  a  competency  he  builds  for  himself  a  home,  and  this,  it  will 
usually  be  found,  especially  in  th«  smaller  cities,  has  a  value  which  is  a 
very  large  share  of  the  total  wealth  of  its  owner.  The  striving  for  a 
home,  and  the  heedfulness  which  it  is  necessary  for  him  to  exhibit  in  so 
doing,  make  the  dentist  an  object  of  interest  to  his  patrons,  because  thus 
he  shows  his  own  interest  in  the  community  in  which  he  lives.  When 
one  owns  his  own  home,  it  is  an  indication  of  success.  People  have  a 
habit  of  patronizing  successful  men.  They  may  have  no  proof  of  his 
ability  as  a  dentist,  but  the  fact  that  he  is  successful  in  a  financial  way  is 
convincing  proof  that  he  became  so  by  the  exercise  of  professional  skill. 

A  dentist  should  be  sure  of  his  position  before  building  or  buying  a 
home,  and  it  would  be  folly  for  him  to  attempt  this  before  he  has  money 
enough  not  only  to  build  and  furnish  it  as  becomes  his  position,  but  he 
should  as  well  have  at  least  as  much  to  back  him  against  any  unforeseen 
circumstances;  as,  for  instance,  prolonged  sickness  of  himself  or  any 
member  of  his  family,  or  any  other  ills  that  beset  men  in  all  the  walks 
of  life. 

The  dentist  should  have  a  bright  and  inviting  home,  furnished  attrac- 
tively, where  he  may  take  his  ease  after  the  exacting  duties  of  his  pro- 
fession. Here  he  may  rest,  surrounded  by  the  members  of  his  family, 
or  here  he  can  read  the  journals  of  his  profession,  enjoy  a  quiet  smoke, 
or  amuse  himself  as  may  best  suit  his  fancy. 

277 


278 


THE   PRACTICE   BUILDER 


His  home  should  be  furnished  as  befits  his  position  in  the  com- 
munity, and  his  income  from  his  profession. 

Everything  that  does  not  pertain  to  the  performance  of  his  work 
should  be  kept  at  his  home;  all  books  but  those  that  relate  to  dentistry, 
all  his  account  books,  etc.,  should  be  there,  except  such  as  are  needed 
for  daily  use.  In  this  way  his  home  becomes  more  attractive  to  him, 
leaving,  as  it  does,  everything  that  relates  to  his  daily  duties  at  his 
office.  Everything  that  will  relieve  his  mind  of  anxiety  and  will  make 
life  comfortable  should  be  his.  Every  day,  filled  as  it  is  with  the  nerve- 
racking  work  of  operating  for  nervous  women  and  children,  makes  it 
necessary  for  him  to  take  all  the  enjoyment  that  is  to  be  had  in  a 
pleasant  home,  to  equalize  matters.  Many  dentists  attempt  to  have 
offices  which  outshine  the  attractiveness  of  their  homes.  This  should 
not  be.  The  home  should  be  the  more  attractive.  It  should  be  a  matter 
of  pride  to  the  dentist  to  have  a  better  furnished  home  than  office.  His 
family  should  be  his  first  consideration,  and  a  home  for  them  in  which 
life  may  be  enjoyed  should  be  his  ambition. 

The  dentist  who  enters  upon  his  duties  with  the  hope  of  becoming 
rich  in  the  practice  of  his  profession,  without  any  other  medium  for 
personal  advancement,  is  a  very  deluded  mortal.  Let  him  but  note  the 
thousands  of  members  of  the  dental  profession  who  have  a  good  living, 
a  very  good  living,  but  nothing  more. 

Let  him  at  least  have  a  good  home.  The  practice  of  his  profession 
will  return  him  a  good  yearly  income,  and  the  income  is  likely  to  re- 
main the  same  year  in  and  year  out,  so  that  he  is  sure  of  his  income  and 
after  he  gets  a  home  he  is  sure  of  keeping  it. 

"  While  we  journey  through  life  let  us  live  by  the  way." 

He  is  always  his  own  master,  and  the  failure  of  corporations  and 
hard  times  cannot  throw  him  out  of  a  position,  as  may  be  the  case  with 
employes.  This  should  in  a  measure  compensate  him  for  the  unlikeli- 
hood of  ever  making  a  ten-strike  in  dentistry. 


His  Person 

"  Genteel  in  personage,  conduct,  and  equipage  " 

Few  dentists  appear  to  realize  the  importance  of  an  intimate  re- 
gard for  their  personal  appearance,  in  the  ofhce  as  well  as  on  the  street. 
Thousands  pay  no  attention  whatever  to  their  appearance  while  in  the 
office,  in  the  active  duties  of  operating-. 

If  they  only  knew  what  a  favorable  impression  is  made  upon  the 
patient  by  a  neat,  professional,  dignified  appearance,  if  they  only  knew 
what  a  pride  patients  take  in  patronizing  the  dentist  who  not  only  pos- 
sesses superior  skill,  but  who  takes  great  care  to  always  appear  to  the 
best  advantage  in  his  reception  room,  as  he  does  on  the  street,  they 
would  at  once  make  a  great  change  in  their  careless  office  attire.  No 
dentist  should  appear  before  his  patients  in  any  but  the  most  scrupu- 
lously correct  manner.  Many  are  in  the  habit  of  operating  in  their  shirt 
sleeves.  This  is  extremely  objectionable,  and  marks  the  dentist  as  a 
very  common  man.  People  have  a  right  to  expect  that  a  dentist  will  ob- 
serve the  proprieties  and  avoid  such  exhibitions  of  bad  taste. 

A  dentist  should  appear  before  his  patrons  in  a  neat  operating  coat, 
made  to  his  measure,  from  a  suitable  material.  A  tennis  blazer  won't 
do,  neither  will  a  smoking  jacket  be  proper;  yet  we  see  in  every  town 
dentists  who  wear  tennis  blazers  and  smoking  jackets  for  operating 
coats.  This  is  in  poor  taste.  In  the  large  cities,  white  operating  coats, 
of  bleached  drilling,  shrunk,  are  worn.  While  dififerent  from  barber's 
coats,  these  are  yet  so  similar  that  in  small  towns  it  is  probably  best  to 
use  some  other  color. 

Prominent  operators  keep  a  good  number  of  these  white  coats  on 
hand  so  that  they  can  always  have  plenty  of  clean  ones  while  the  soiled 
ones  are  being  laundered.     This  is  one  great  advantage  of  the  white 

279 


28o  THE   PRACTICE   BUILDER 

coats,  their  color  necessitates  a  change  as  soon  as  the  sUghtest  spot  ap- 
pears, and  the  operator  is  always  immaculate.  If  other  colors  are  se- 
lected, dark  brown,  dark  blue,  and  gray  will  be  found  appropriate. 
Ladies'  cloth  is  used,  and  any  tailor  can  make  them  to  measure. 
Whether  the  white  drilling  coats  or  the  tailor-made  coats  are  used,  they 
should  button  closely  up  the  front  as  high  as  the  neck.  The  wrist 
should  be  fitted  with  wrist  straps  which  may  be  buttoned,  clasping  the 
sleeve  wrist  tightly  about.  A  sleeve  allowed  to  remain  loose  in  operat- 
ing, permitting,  as  it  does,  the  patient  to  see  up  to  the  elbow,  is  disgust- 
ing. The  pockets,  if  any,  should  be  false,  to  prevent  their  being  caught 
on  the  operating  chair.  One  pocket,  in  which  a  pair  of  forceps  may  be 
carried,  is  sufftcient.  The  coat  should  be  cut  square  across  the  bottom, 
and  should  reach  ten  or  twelve  inches  below  the  hips. 

Many  dentists  are  careless  in  the  arrangement  of  their  hair,  or  wear 
it  so  long  as  to  be  objectionable.  Many  are  partially  or  completely  bald. 
A  silk  skull  cap  should  be  worn  by  all  such.  By  wearing  a  pair  of  slip- 
pers, a  light  step  and  quiet  movement  in  the  office  is  possible.  This 
adds  neatness  to  the  appearance  and  is  altogether  desirable.  The 
style  of  slipper  known  as  the  Romeo  is  one  of  the  best  for  the  dentist's 
purpose. 

That  a  dentist  should  be  guilty  of  allowing  his  breath  to  become  dis- 
agreeable would  seem  to  be  almost  beyond  belief;  but  we  have  known 
patients  to  leave  dentists  for  no  other  reason  than  that  their  breath  was 
offensive.  We  know  of  eminent  operators  whose  breath  is  so  foul  as 
to  make  conversation  with  them  most  unpleasant.  If  this  is  not  attended 
to,  there  is  likely  to  be  a  loss  of  patronage,  and  that  too  of  the  most  desir- 
able element.  Dentists  are,  of  course,  careful  of  their  teeth,  so  that  the 
difficulty  may  be  traced  usually  to  a  disordered  condition  of  the  stomach. 
This  should  be  remedied  by  appropriate  means  and  the  mouth  rinsed 
with  a  disinfectant  mouth  wash.  Many  are  in  the  habit  of  using  small 
quantities  of  charcoal  for  this  purpose.  A  few  crystals  of  permanganate 
of  potash  in  water  makes  one  of  the  most  efficient  purifiers  for  the 
breath.  Euthymol,  prepared  by  Park,  Davis  &  Co.,  is  also  a  very  ex- 
cellent preparation  for  this  purpose.  A  sample  is  sent  free  on  request. 
We  have  used  this  for  patients  having  such  a  disagreeable  breath  as  to 
make  working  for  them  very  unpleasant.     A  little  Euthymol  makes 


THE   PRACTICE   BUILDER  281 

everything  all  right.  Borolyptol,  a  somewhat  similar  preparation,  is 
also  held  in  high  esteem. 

Bad  breath  sometimes  results  from  the  slight  accumulations  of  sali- 
vary calculus  observable  at  the  gingival  portion  of  the  lingual  surface  of 
the  lower  incisors.  This  is  more  especially  the  case  with  fair-haired  men 
and  women  than  with  brunettes.  Dentists,  above  all  others,  should 
exercise  great  care  to  prevent  this  accumulation  from  forming. 

The  care  of  the  hands  is  one  of  the  most  important  matters  of  per- 
sonal appearance.  Nothing  is  more  closely  scrutinized  by  the  patient 
than  the  hands  of  the  operator.  Great  care  should  be  taken  to  keep 
them  always  in  good  condition.  This  is  sometimes  very  difficult,  espe- 
cially when  the  dentist  does  all  his  own  plate  work,  the  polishing  of 
which  grinds  the  polishing  powder  into  the  skin  and  under  the  nails  so 
thoroughly  that  it  is  absolutely  impossible  to  wash  it  off.  When  the 
dentist  has  a  large  operating  practice  he  should  not  do  all  his  own  plate 
work,  and  so  keep  his  hands  in  such  an  undesirable  condition  as  to  lay 
himself  open  to  the  unfavorable  and  often  uncomplimentary  comments 
of  his  patrons.  When  he  does  do  his  own  plate  work,  however,  he 
should  explain  to  his  patients  that  the  condition  of  his  hands  was  caused 
by  the  laboratory  work,  and  that  he  had  scrubbed  vigorously  to  get  it 
ofif,  but  failed. 

The  greatest  care  should  be  taken  to  trim  the  nails  so  that  they  will 
always  be  presentable.  They  should  be  kept  moderately  long — very 
short  nails  have  a  plebeian  look — and  be  so  cut  that  they  are  a  little  more 
pointed  than  the  upper  ends  of  the  nails  are.  They  should  not  be 
scraped,  and  in  cutting  care  should  be  taken  not  to  encroach  too  much 
on  the  angles.  Either  practice,  in  time,  results  in  serious  injury.  They 
cannot  be  kept  in  good  shape  without  using  a  file.  Of  course  the  nails 
should  be  kept  scrupulously  clean. 

There  is  a  difference  of  opinion  as  to  whether  perfumed  soap  should 
be  used  for  cleaning  the  hands.  Many  favor  a  highly  flavored  toilet 
soap,  while  others  are  equally  emphatic  in  the  belief  that  an  unscented 
soap  should  be  used;  we  incline  to  the  latter  opinion;  people  of  the 
better  class  do  not  care  to.  smell  highly  scented  toilet  soaps.  If  any 
flavor  is  used  at  all  it  should  be  lavender  of  the  very  best  sort.  This  is 
very  expensive.    Where  it  is  desired  to  impart  an  odor  to  the  hands  a 


282  THE   PRACTICE   BUILDER 

delicate  toilet  water  should  be  used  after  the  hands  have  been  dried.  It 
is  more  refined  to  use  no  odor  in  the  soaps.  A  careful  observance  of  all 
these  points  will  save  the  reader  from  many  mortifying  circumstances, 
and  the  patients  will  note  his  scrupulous  cleanliness  and  report  it  to  their 
friends.  A  failure  to  observe  these  important  matters,  or  any  neglect  of 
their  performance,  cannot  but  result  in  revolting  comment  and  con- 
sequent loss  of  patronage. 


Ideas 


"The  brain  contains  ten  thousand  cells,  in  each  some  active  fancy  dwells" 

Ideas  have  made  men  rich,  and  will  continue  to  make  men  rich,  pro- 
viding the  ideas  themselves  are  all  right.  But  as  much  depends  upon 
the  man  as  upon  the  ideas.  Some  men  evolve  such  impractical  ideas, 
so  incapable  of  being  put  into  practice,  that  their  time  is  wholly  lost  in 
evolving  them. 

The  ideas  need  not  always  be  new  to  be  effective.  Improvements 
pay  as  big  returns  as  originality.  A  bright  mind  may  polish  a  rough 
idea  until  it  becomes  a  diamond.  Shakespeare  adapted  the  ideas  of 
others  to  his  own  uses,  but  in  adapting  them  he  wrought  such  a  change 
that  they  could  be  recognized  with  difficulty. 

Men  who  can  originate  ideas,  or  who  can  adapt  the  ideas  of  others, 
or  who  can  improve  ideas,  do  not  have  to  work  at  hard  labor.  They  can 
evolve  plans  which,  when  ready,  they  can  charge  others  for  using.  In 
other  words,  those  who  think,  charge  for  their  thoughts.  When  the 
thoughts  are  good  there  is  a  large  profit  on  them.  When  they  are  not 
good  there  is  no  loss,  so  long  as  the  thinker  possesses  judgment  and 
does  not  foolishly  attempt  to  force  them  upon  those  who  realize  their 
deficiencies. 

Ideas  that  are  worth  nothing  cost  nothing.  Ideas  that  are  the  result 
of  great  industry  and  study  are  worth  having,  therefore  worth  paying 
for ;  and  hence  it  will  pay  any  man  well  to  evolve  an  idea  for  which  other 
men  are  willing  to  pay. 

We  all  have  plans  and  ideas  and  schemes.  All  men  who  think  have 
ideas,  but  all  men  do  not  develop  them.  Often  one  takes  possession  of 
a  man's  brain,  and  he  lives  with  it  and  sleeps  with  it  for  weeks  only  to 
finally  let  it  go  without  having  put  it  into  effect.    Another  idea  is  treated 

283 


284  '^^^^    PRACTICE    BUILDER 

in  the  same  way,  and  another,  and  another,  until  time  is  gone  and  Hfe 
itself  is  slipping  rapidly  away.  If  only  these  ideas  had  been  nourished, 
they  would  have  budded  and  blossomed  and  then  brought  forth  fruit — 
life-supporting  fruit  to  make  tiieir  possessors  happy  and  to  keep  them 
in  afifluence  for  the  remainder  of  their  days. 

Don't  let  good  ideas  go  to  waste.  Keep  them.  Lie  awake  at  night. 
Plan,  scheme.  This  is  how  men  get  rich.  Neglect  of  these  things  is 
why  poor  men  stay  poor.  The  road  to  wealth  is  narrow  and  the  way  is 
filled  with  dangerous  places.  There  is  no  short  cut.  Thousands  upon 
thousands  of  ideas  which,  if  carefully  developed  and  put  into  operation, 
would  make  their  possessors  rich,  are  neglected  and  forgotten;  and  the 
men  who  thought  them  out  go  plodding  along  through  life  earning  a 
living  by  their  muscles,  where  they  might  have  lived  like  princes  upon 
the  product  of  their  brains.  The  man  who  concentrates  his  attention 
upon  one  idea  and  devotes  his  spare  time  to  that  one  idea  until  it  is  de- 
veloped, until  he  knows  it  as  a  father  knows  a  child — it  is  a  child — the 
child  of  his  brain — until  he  knows  the  subject  from  every  side,  and, 
knowing  it  so,  puts  the  idea  or  \)\an  into  operation,  reaps  his  reward. 

In  the  course  of  the  day  many  ideas  fly  through  the  brain.  Some  of 
these  are  worthy  of  being  recorded;  some  are  not.  There  can  be  no 
harm  in  recording  them  all.  There  is  no  better  plan  that  we  know  of 
than  to  carry  at  all  times  a  note-book  and  to  put  down  all  ideas  as  they 
present  themselves.  A  person  may  put  down  a  hundred  of  these 
thoughts,  and  a  week  or  a  month  afterward  in  looking  them  over  may 
only  find  one  or  two  that  are  really  good;  but  if  only  one  is. good,  he  is 
well  repaid  for  recording  them.  A  good  plan  is  to  get  a  dozen  or  more 
of  the  very  smallest  pencil  pads  that  can  be  had.  measuring  about  four 
inches  by  two.  Keep  one  of  these  at  all  times  on  the  desk,  and  when  an 
idea  strikes  put  it  down  on  a  sheet  of  the  pad,  which  is  just  large  enough 
to  accommodate  a  few  lines,  tear  it  ofif  and  place  it  in  one  of  the  pigeon- 
hole boxes  of  the  desk,  labelled  "  Ideas,"  and  add  to  the  number  from 
day  to  day.  When  the  box  becomes  filled  the  slips  should  be  taken  out 
and  put  into  a  file,  such,  for  instance,  as  "Breed's  Portfolio  Scrap  Book," 
or  any  other  similar  device.  These  slips  should  be  classified.  All  that 
relates  to  one  subject  should  be  placed  in  one  compartment  of  the  file. 
Thus  all  upon  that  subject  is  accessible  instantly.     When  enough  in- 


THE   PRACTICE   BUILDER 


285 


formation  has  been  gained  to  cover  the  ground  thoroughly,  the  idea, 
plan,  or  scheme  is  ready  to  be  put  into  operation. 

This  method  of  always  recording  ideas  promotes  carefulness  and 
precision,  and  at  the  same  time  trains  the  mind  to  busy  itself  during 
spare  moments.  Brain  work  pays.  It  pays  big.  And  the  more  the 
mine  is  worked  the  more  it  is  worth;  the  better  its  product.  There  are 
just  as  good  ideas  in  the  convolutions  of  men's  brains  as  have  ever  been 
produced.  Keep  digging.  You'll  find  a  nugget  some  day.  Only  keep 
at  it. 

A  workman  applied  one  day  to  the  foreman  of  a  factory  for  a  raise 
in  wages.  He  was  told  that  he  was  paid  all  he  earned.  The  workman 
said  he  had  a  large  family.  The  foreman  said  to  him:  "Tom,  when 
you  go  home  at  night  jot  down  any  idea  you  may  have  and  put  it  on  my 
desk  in  the  morning."  The  man  did  so.  The  ideas  presented  proved 
to  be  impracticable,  or  had  been  discovered  years  before  by  some  one 
else.  The  foreman  encouraged  him.  He  persevered.  One  morning 
on  one  of  the  slips  he  handed  in  was  a  little  idea.  It  did  not  amount  to 
much,  but  it  was  worth  something.  The  foreman  put  it  into  operation. 
The  workman  kept  on  trying,  and  in  a  year  or  so  had  produced  such 
good  practical  ideas  that  they  were  rapidly  put  into  use.  In  a  few  years 
that  workman's  share  of  the  profits  of  some  of  his  ideas  amounted  to 
$60,000.  He  did  not  have  to  go  to  work  at  seven  o'clock  in  the  morning 
with  a  dinner-pail  in  his  hand.  His  children  were  educated  and  became 
more  useful  to  the  community  than  if  he  had  remained  a  plodder  at 
day's  wages. 

Another  instance:  Two  men  stood  at  the  same  table  in  a  large  fac- 
tory in  Philadelphia,  working  at  the  same  trade.  Having  an  hour  for 
their  nooning  every  day,  each  undertook  to  use  it  in  accomplishing  a 
definite  purpose ;  each  persevered  for  about  the  same  number  of  months, 
and  each  won  success  at  last.  One  used  his  daily  hour  in  working  out 
the  invention  of  a  machine  for  sawing  a  block  of  wood  into  almost  any 
desired  shape.  When  his  invention  was  complete  he  sold  the  patent  for 
a  fortune,  changed  his  workman's  apron  for  a  broadcloth  suit,  and 
moved  out  of  a  tenement  house  into  a  brown-stone  mansion.  The  other 
man,  what  did  he  do?  Well,  he  spent  an  hour  every  day  most  of  the  year 
in  the  very  difficult  undertaking  of  teaching  a  little  dog  to  stand  on  his 


286  THE   PRACTICE   BUILDER 

hind  feet  and  dance  a  jig  wliile  he  played  the  tune.  At  last  account,  he 
was  working  ten  hours  a  day  at  the  same  trade  and  at  his  old  wages,  and 
finding  fault  with  the  fate  that  made  his  fellow-workman  rich  while 
leaving  him  poor.  Leisure  moments  may  bring  golden  grain  to  mind 
as  well  as  to  purse,  if  one  harvests  wheat  instead  of  chafif. 

Do  not,  therefore,  employ  your  time  in  idle  work  or  play.  Do  some- 
thing that  will  do  some  good.  Don't  wait  for  something  to  turn 
up.  Turn  something  up.  Don't  train  a  little  dog.  If  you  have  a 
brain,  you  have  the  power  of  thought.  Think !  Think ! !  Think ! ! !  Oh ! 
the  peace  and  contentment  of  concentrated  thought.  Of  a  mind  with  a 
purpose,  perseverance,  and  stick-to-it-ive-ness.  Don't  waste  your  ideas. 
Don't  let  them  come  and  go  like  idle  winds.  Record  your  thoughts. 
Consider  them.    Reflect  over  them,  and  if  they  are  good,  apply  them. 


Qassifying  Information 

"  Classification  is  simplification  " 

Observe,  read,  question,  and  record.  One  thought  written  means 
another  born.  Business  is  truth  combined  with  practical  activity,  A 
great  deal  of  error  is  due  to  mystery,  and  classified  experience  is  its 
enemy. 

Useful  information  should  be  digested  and  used  as  a  stepping  stone. 
Wisdom  is  applicable  knowledge  worked  out  between  the  lines.  Much 
depends  upon  who  uses  it,  and  where  and  how  it  is  used. 

Few  dentists  appear  to  appreciate  the  value  of  classified  information. 
Few  make  any  effort  to  classify  facts.  Facts  are  valuable.  To  store 
them  away  until  the  occasion  for  their  use  makes  itself  apparent,  is  the 
part  of  wisdom  and  practical  good  sense. 

Many  dentists  subscribe  to  the  dental  journals,  but  they  merely 
glance  through  the  pages  and  toss  the  magazine  aside  without  a  thought, 
disregardful  of  the  value  of  its  contents.  If  it  does  contain  good  they  do 
not  see  it,  or  they  fail  to  mentally  record  the  particulars  and  to  apply  the 
matter  in  their  daily  work.  This  results  in  drifting  and  falling  back  of 
the  great  caravan  of  progress,  and  in  failure  to  keep  in  touch  with  all  the 
good  new  things.  A  dentist  must  be  up  with  all  that  is  good,  new,  up-to- 
date;  he  must  go  forward,  or  he  will  go  back;  there  is  no  such  thing 
as  standing  still ;  the  rate  at  which  the  profession  is  advancing  makes  it 
imperative  on  the  part  of  its  members  to  advance  accordingly.  In- 
activity means  retrogression,  stagnation.  Stagnation  means  death  to  a 
professional  man,  professional  extinction. 

Every  book  of  reference  should  have  its  place,  and  its  table  of  con- 
tents should  be  familiar.  Every  dental  journal  should  be  carefully 
read,  and  every  page  carefully  scanned  for  ideas,  big  and  little ;   many 

287 


28S  THE    PRACTICE    BUILDER 

little  ideas  are  the  cciuivalent  of  one  big  one;  the  advertising  pages  are 
just  as  worthy  of  careful  consideration  as  the  pages  of  the  text;  the 
rapidity  uitli  which  new  appliances,  new  processes,  and  new  materials 
are  introduced  is  such  that  to  always  have  the  latest  productions  of 
inventors  and  manufacturers,  it  is  necessary  to  constantly  watch  the 
back  pages  of  every  issue  of  the  dental  publications.  Many  men  keep 
ahead  by  being  the  first  to  introduce  the  latest  innovation. 

In  reading  over  the  journals,  articles  of  interest  and  matters  of  im- 
portance as  discussed  in  the  societies  should  be  marked  in  a  manner  to 
be  understood  by  the  lady  assistant,  and  it  should  be  her  duty  to  transfer 
the  title  or  leading  idea  of  such  article,  or  the  address,  to  a  specially 
prepared  blank  book.  This  would  be  no  trouble  to  the  dentist,  and 
would  result  in  his  having  all  the  facts  from  all  the  journals  in  one  place. 
Thus  he  has  ready  for  use  at  any  moment  the  information  which  he  may 
require  at  the  chair.  Often  during  an  operation  it  is  necessary  to  refer 
to  works  of  reference,  or  to  the  dental  journals,  and  with  such  a  book 
one  can  easily  find  what  he  is  looking  for.  This  has  been  referred  to  in 
the  chapter  on  "  Records." 

In  preparing  articles  for  the  journals,  or  addresses  to  be  delivered  be- 
fore dental  societies,  it  is  necessary  to  refer  constantly  to  articles  on  sim- 
ilar subjects.  Few  are  qualified  to  present  an  original  matter  in  the  most 
enthusiastic  manner,  and  even  the  foremost  writers  are  in  the  habit  of 
consulting  the  authorities  in  verification  of  their  assertions. 

Many  professional  men  are  in  the  habit  of  employing  the  press 
clipping  bureaus  to  collect  information  pertinent  to  the  subject  they  are 
writing  about ;  in  this  way  the  most  comprehensive  treatment  is  made 
possible.  Clipping  bureaus  read  all  publications,  and  they  are  patron- 
ized by  authors,  actors,  artists,  politicians,  public  speakers,  and  business 
and  professional  men  in  all  lines.  The  clippings  are  furnished  at  very 
low  rates,  and  in  some  instances  a  monthly  rate  is  given  which  is  very 
reasonable.  By  some  bureaus  the  rate  is  so  much  per  clipping,  from 
three  cents  to  five  cents  each.  There  are  clipping  bureaus  in  many  of 
the  larger  cities;  special  information  is  to  be  had  on  application.  Two 
prominent  bureaus  are  the  Chicago  Press  Clipping  Bureau,  36  La  Salle 
Street,  Chicago,  and  Romeike's  Press  Clipping  Bureau,  139  Fifth 
Avenue,  New  York, 


THE  PRACTICE   BUILDER  289 

Some  dentists  do  not  care  to  save  their  dental  journals,  but  instead 
clip  the  best  articles  each  month  and  paste  them  under  their  appropriate 
headings  in  a  large  scrap  book.  This  method  enables  those  who  do  not 
care  to  preserve  their  journals,  to  save  all  articles  of  real  interest  in 
convenient  form. 

Another  way  of  keeping  scraps,  clippings,  special  articles,  etc.,  is 
by  use  of  the  portfolio  scrap  book  or  document  file.  From  twenty-five 
to  fifty  strong  envelopes  are  bound  in  covers,  and  used  to  file  away  infor- 
mation of  all  kinds.  The  subject  is  written  on  the  envelope  and  is  then 
classified  in  the  index.  A  very  convenient  and  desirable  device  for  this 
purpose  is  "  Breed's  Portfolio  Scrap  Book." 


Purchasing 


"  Buy  tvhat  thou  hast  no  need  of,  and  before  long  ihou  shall  sell  thy  necessaries  " 

Dentists  do  too  much  purchasing.  No  one  who  has  been  present  in 
the  sample  room  of  the  travelHng  representative  of  a  dental  supply 
house  will  deny  this  statement. 

When  dentists  get  in  these  sample  rooms  they  buy  things  for  which 
they  have  no  present  or  prospective  need.  They  do  not  seem  to  learn 
that  it  is  the  business  of  the  other  to  sell  all  the  goods  he  possibly  can. 

The  trouble  lies  very  largely  in  the  present  system  of  extending 
liberal  credits  to  dentists.  This  may  prove  very  profitable  to  the  dealer, 
but  it  results  in  every  dental  ofifice  becoming  cluttered  up  with  a  great 
many  appliances  that  are  rarely,  if  ever,  used.  Thousands  of  dollars' 
worth  of  unnecessary  material  is  purchased  in  this  way  every  year,  not 
only  by  young  dentists  but  by  the  older  ones  as  well. 

By  indulging  in  procedures  so  obviously  unwise,  the  dentist  puts 
his  cash  in  a  position  where  he  can  get  no  use  from  it.  His  capital  is  thus 
placed  beyond  his  own  reach.  This  is  a  most  fallacious  business  policy. 
A  dentist  should  never  buy  anything  for  which  he  has  no  immediate 
need.  When  he  does  need  it,  the  supply  house  will  be  in  its  usual  place, 
and  most  dentists  are  within  a  day's  mail  of  a  dealer. 

When  buying  goods  upon  credit,  one  should  never  lose  sight  of  the 
fact  that  he  has  to  pay  for  them;  it  don't  make  any  difference  whether 
the  dentist  gets  paid  or  not,  the  dental  dealer  must  be  paid.  If  this  fact 
were  borne  in  mind,  fewer  dentists  would  have  uncomfortably  large 
accounts  with  the  dealers.  Credit  is  a  good  thing,  but  it  can  be  abused. 
Credit  should  be  employed  with  care,  or  not  at  all.  Credit  can  be  easily 
impaired,  and  once  lost  is  diflficult  to  regain. 

Make  out  a  list  of  what  is  wanted,  before  the  agent  calls  and  buy 

290 


THE   PRACTICE   BUILDER  291 

just  what  the  list  shows  you  need,  and  no  more.  When  you  have  bought 
all  you  need,  go.  Some  dentists  hang  around  the  supply  room  of  the 
agent,  and  buy  this  and  that  contrivance,  until  they  have  run  up  a  bill  for 
a  lot  of  goods  they  have  no  need  for. 

It  really  looks  sometimes  as  if  some  of  the  dentists  were  buying  just 
to  show  off  before  a  rival  that  they  use  a  large  amount  of  material.  This 
is  foolish,  but  it  is  done.  Such  things  do  not  result  in  convincing  the 
other  person  that  the  purchaser  is  doing  anything  more  than  throwing 
good  money  away.    Such  petty  exhibitions  are  unworthy  of  grown  men. 

In  purchasing,  those  who  have  large  plate  work  practices  will  find 
that  there  is  a  great  saving  in  buying  plaster  by  the  barrel,  half  barrel, 
or  quarter  barrel.  Alloys,  if  bought  in  ten  or  twenty  ounce  lots,  may 
be  had  at  a  very  good  discount  from  the  ounce  price.  This  will  pay  the 
practitioner,  when  he  can  afford  to  purchase  in  this  quantity. 

One  of  the  lines  of  goods  in  which  inducements  are  offered  by  the 
agents,  is  excavating  burs.  In  this  connection  we  should  like  to  warn 
all  young  practitioners  that  usually  the  best  costs  the  most.  We  do  not 
wish  to  say  that  because  this  or  that  kind  of  burs  cost  more  than  another 
kind,  it  is  better,  but  it  is  our  experience  that  when  you  pay  less  than 
a  standard  price  you  get  less. 

Engine  mandrels  and  disk  holders  are  very  expensive,  considering 
the  simplicity  of  their  construction  and  their  wide-spread  use.  Do  not 
buy  every  new  kind  that  comes  out;  enough  of  those  that  are  lying 
around  the  drawers  of  the  operating  cabinet  can  be  found  to  do  all  that 
is  needed  of  them  for  years  to  come. 

Gold  plate  should  not  be  bought  in  large  pieces  without  regard  to 
the  amount  actually  needed,  and  it  should  be  ordered  according  to  the 
requirements  of  the  individual  cases.  Measure  the  roots  approximately, 
both  in  circumference  and  length  of  finished  crown,  then  measure  the 
size  necessary  to  make  a  cusp,  approximately.  By  ordering  gold  in  this 
way  a  large  amount  of  waste  is  avoided.  Gold  bills  run  up  almost  before 
one  knows  it.  Some  of  the  supply  houses  refuse  to  sell  precious  metals 
except  for  cash.  If  this  were  generally  adopted  it  would  result  in  gain 
to  all  parties  concerned. 

Think  well  before  buying  large  outfits  for  the  performance  of  crown 
and  bridge  work.    These  are  usually  very  expensive,  and  their  posses- 


292  THE   PRACTICE   BUILDER 

sion  in  small  practices  docs  not  always  admit  of  prompt  returns  for  the 
investment. 

Investing  in  large  amounts,  comparatively  speaking,  for  apparatus 
of  this  class,  is  not  warranted  except  in  such  practices  as  employ  one  or 
two  assistants,  or  when  the  cjuality  of  the  practice  is  such  as  to  demand 
the  frequent  use  of  the  highest  grade  of  material  and  appliances,  and  that 
constantly. 

Complicated  instruments,  so  frequently  introduced,  should  be  let 
alone  until  the  absolute  necessity  for  their  use  is  established.  Don't  be 
ready  to  grab  for  everything  that  comes  along.  Much  is  made  to  sell 
more  than  to  use. 


Conduct  at  the  Chair 

"  Month  shut,  eyes  ope  ft  " 

A  dentist  should  be  dignified  in  his  demeanor  while  working  at  the 
chair;  not  too  formal,  nor  unapproachable,  but  he  should  conduct  him- 
self in  a  manner  consistent  with  his  professional  standing. 

This  subject  is  an  important  one,  because  here  it  is  that  patrons  form 
their  opinion  of  the  man.  No  matter  how  aesthetically  pleasing  nor  how 
accurately  scientific  his  work  may  be,  if  the  operator  lacks  any  of  the 
factors  of  personal  conduct  which  go  to  make  the  gentleman  and  the 
professional  man,  not  only  will  the  impression  created  upon  the  patients 
be  unfavorable,  but  such  impressions  will  be  repeated  to  their  friends 
whenever  the  dentist's  name  happens  to  be  brought  up. 

A  certain  class  have  a  way,  when  going  to  the  dentist,  of  letting  the 
entire  neighborhood  know  about  it;  and  when  they  return  home  and 
give  their  impressions  of  the  dentist  himself — woe  to  him  if  he  does  not 
meet  their  idea  of  what  a  dentist  should  be. 

A  dentist's  conduct  is  regulated  largely  by  the  individuality  of  the 
person  for  whom  he  is  working.  By  this  we  mean  that  it  is  proper  for 
him  to  understand  the  temperamental  attributes  of  his  patients,  and  thus 
be  able  to  either  engage  them  in  such  conversation  as  may  divert  the 
mind  or  so  conduct  himself  as  not  to  irritate  them. 

There  are  men  who  irritate  their  patients  from  the  first  moment  they 
get  into  the  chair,  and  after  the  work  is  done  the  patient  decides  to  go 
elsewhere  in  the  future.  This  is  because  the  dentist  does  not  understand 
the  patient. 

Of  all  the  various  classes  which  present,  in  our  experience  we  have 
found  old  maids,  we  mean  those  above  forty  years  of  age,  most  trouble- 

293 


294  THE   PRACTICE   BUILDER 

some.  They  will  find  more  fault  and  make  more  disparaging  remarks 
than  anv  one  else,  no  matter  how  near  to  an  ideal  the  operator  may 
strive  to  make  himself.  It  seems  it  is  more  difficult  to  satisfy  them,  and 
they  do  more  talking  about  the  dentist  behind  his  back  than  any  other 
class  of  patients. 

He  is  wise,  then,  if  in  their  presence  lie  remains  silent,  and  com- 
pletes his  task  as  rapidly  as  is  consistent  with  good  work.  If  he  talks  at 
all,  it  should  be  upon  some  subject  of  general  interest;  but  he  should 
not  engage  in  an  argument  of  any  kind,  especially  upon  politics,  re- 
ligion, questions  of  morality  or  that  relate  to  temperance. 

Some  men  have  a  habit  of  joking,  and  they  carry  this  to  extremes. 
It  becomes  tiresome,  and  is  wholly  out  of  place  in  a  dentist,  as  much 
as  it  would  be  for  a  physician  to  constantly  banter.  But  it  must  be 
remembered  also  that  some  patients  enjoy  this  sort  of  thing;  yet  a  sen- 
sible man  will  not  gratify  these  persons  by  engaging  in  conversation 
that  is  really  foolish. 

Once  we  remember  a  patient,  a  peculiar  whining  patient,  one  of 
those  women  who  make  a  room  look  gloomy  almost  the  moment  they 
enter,  saying  to  us,  "  Dr.  Blank,  you  seem  such  a  strange  dentist." 

"  Why,  how  is  that,  Mrs. ?  " 

"  Oh,"  she  answered,  "  you  never  laugh  and  joke,  as  Dr.  Green  used 
to  do.  He  used  to  tell  the  funniest  stories  while  he  was  working  for  me, 
and  all  the  time  cutting  up  and  making  me  laugh." 

"  If  I  remember  rightly,  you  told  me  you  liked  my  work  better  than 
that  of  any  dentist  who  had  ever  worked  for  you." 

"  Yes,"  she  said,  "  I  do." 

"  Well,  if  I  conducted  myself  before  you  like  a  child,  or  made  a 
monkey  of  myself  to  please  you,  do  you  think  I  could  have  my  mind  on 
my  work  and  do  it  as  satisfactorily  as  it  has  been  done?  "  The  patient 
saw  the  point  and  did  not  pursue  the  subject  further. 

A  man  who  is  willing  to  make  a  fool  of  himself  to  please  a  thought- 
less patient,  must  remember  that  people  are  judged  by  their  actions,  and 
a  continual  desire  to  be  funny  will  not  inspire  his  patrons  with  con- 
fidence in  him. 

Said  a  well  known  politician:  "  If  I  had  not  been  such  an  habitual 
joker  I  might  have  been  elected  to  some  high  office,  but  people  took 


THE   PRACTICE   BUILDER  295 

everything  I  did  as  a  joke;  I  got  a  reputation  for  being  a  great  joker, 
a  funny  man,  and  people  could  not  take  me  seriously." 

If  a  dentist  continually  conducts  himself  after  such  a  manner  he 
may  expect  the  same  thing;  he  may  get  a  reputation  as  being  a  very 
funny  man,  but  he  is  not  likely  to  add  to  his  reputation  as  a  dentist. 

In  our  experience  we  do  not  see  the  need  of  talking  at  all  at  the 
dental  chair.  A  dentist  who  will  attempt  to  talk  with  a  man  whose  face 
is  tied  up  in  a  rubber  dam  is  likely  to  be  considered  a  bore. 

Some  people  take  delight  in  conversation  that  deals  with  person- 
alities. This  is  dangerous.  The  dentist  who  permits  it  is  treading  upon 
dangerous  ground.  People  who  deal  in  personalities  are  unsafe;  they 
are  usually  two-faced;  they  will  learn  what  they  can  of  one  person,  and 
go  to  another — perhaps  the  very  one  they  were  talking  about — and 
repeat  what  the  first  individual  had  to  say.  A  dentist  cannot  be  too 
careful  about  this  matter. 

Do  not  let  women  become  so  friendly  that  they  can  ask  you  this  or 
that  about  some  one  else ;  they  may  mean  well,  but  you  should  always  be 
on  your  guard,  and  when  the  conversation  takes  this  turn,  change  the 
subject  so  as  not  to  give  offence,  and  any  intelligent  person  will  see  the 
point  at  once. 

Some  people  have  a  desire  to  talk  about  other  dentists,  telling  what 
they  know  about  them,  what  they  have  heard  about  them;  something 
that  relates  to  their  work,  their  temper,  or  their  family  afifairs.  The 
dentist  who  knows  what  he  is  about  will  tactfully  avoid  being  drawn 
into  a  conversation  of  this  kind.  Persons  of  the  better  class  will  not 
wilfully  enter  into  the  discussion  of  anything  personal. 

A  dentist  could  m.ake  a  great  deal  of  trouble  for  other  people,  and 
himself  too,  for  that  matter,  if  he  were  so  idiotic  as  to  retail  the  scandal 
that  is  poured  into  his  unwilling  ears  by  people  he  never  saw  before, 
and  before  he  had  been  in  town  a  month.  Never  let  it  be  said  of  you  by 
a  patient,  "  Dr.  Blank  was  telling  me  to-day ." 

When  fast  women  apply  to  you  for  work,  and  it  is  your  custom  to 
work  for  them,  be  sure  and  maintain  a  courteous  but  dignified  demeanor 
toward  them.  Usually  they  are  accompanied  by  one  other  member  of 
the  house,  to  wait  for  them;  the  one  who  waits  is  likely  to  bring  a 
Police  Gazette,  or  Standard, or  some  other  flashy  literature  with  her,  to 
while  away  the  time. 


296 


THE   PRACTICE   BUILDER 


In  making  an  appointment  with  a  member  of  this  class  it  will  be  to 
the  practitioner's  best  interest  to  make  the  appointment  for  a  time  when 
he  has  made  no  other  appointments  during  that  half  of  the  day,  and 
charge  the  person  accordingly;  for  if  an  appointment  is  made  for  the 
same  forenoon  with  a  lady  who  is  a  member  of  the  better  grade  of 
society,  she  is  likely,  especially  in  the  smaller  towns,  to  know  that  the 
women  are  of  the  demi-monde,  and  may  take  offence;  at  least  she  has 
a  right  to  show  her  displeasure  at  being  given  an  appointment  so  close  to 
theirs. 

Do  not  under  any  circumstances  make  any  other  than  the  most 
casual  remarks,  and  only  those  that  relate  strictly  to  the  work  being 
done.  It  takes  very  little  encouragement  for  these  persons  to  become 
very  friendly,  and  to  engage  in  banter  that  is  more  or  less  discreditable. 
They  laugh  loud  and  long  when  a  remark  is  made  that  is  more  or  less 
funny,  and  if  the  dentist  engages  with  them  in  talk,  and  a  joke  is  passed, 
they  will  laugh  in  hearty  appreciation  of  their  ow'n  wit,  and  just  as  likely 
as  not  the  door  will  open  while  they  are  yet  in  the  midst  of  their  laugh- 
ing, and  in  will  walk  one  of  the  most  fashionable  patrons,  or  perhaps 
it  will  be  the  young  lady  whom  he  most  admires. 

He  will  turn  as  red  as  fire,  too:  the  laughing  will  stop  as  if  it  had  been 
cut  short,  the  dentist  will  stand  before  his  patient  the  most  confused 
individual  imaginable.  Perhaps  the  young  lady  will  say  to  herself,  "  Dr. 
Blank  seems  to  be  very  well  acquainted  with  those  w^omen.  I  don't 
think  I'll  go  up  to  his  office  again  without  ATamma." 

Or  it  may  be  his  wife  has  just  dropped  in  for  a  moment;  she  will  see 
the  persons  in  the  ofifice,  will  note  the  look  of  confusion  on  her  husband's 
face,  and  will  mentally  decide  to  drop  into  the  office  from  time  to  time 
just  to  see  how  things  are  going. 

If  he  ever  goes  past  their  house,  he  is  likely  to  hear  one  of  them  call 
to  another,  "  Say,  Pearl,  Doc  Blank  just  went  past." 

There  is  danger  of  getting  the  name  of  doing  all  the  work  of  this 
class  of  people,  and  this  does  no  dentist  any  good.  It  is  harmful  to  his 
practice  to  have  it  whispered  about  that  he  does  the  work  for  all  the  fast 
v'omen  in  the  town. 

Do  not  make  references  to  your  other  patients.  Do  not  speak  about 
one  patient  to  another.  Do  not  let  one  patient  know  what  you  are  doing 
for  another  patient. 


THE  PRACTICE   BUILDER 


297 


Teeth  are  to  be  considered  as  personal,  and  people  don't  care  to 
have  their  dental  troubles  talked  about.  They  don't  want  other  people 
to  know  that  they  have  crowns,  or  bridges,  or  plates,  or  anything  of  the 
kind,  and  the  dentist  who  tells  one  patient  of  the  wonderful  operation 
that  he  did  for  Mrs.  Smith,  should  take  care.  Mrs.  Smith  may  not 
like  it. 

The  professional  relation  which  exists  between  the  patient  and  the 
dentist  is  similar  to  that  which  exists  between  the  physician  and  his 
patient,  and  the  dentist  should  consider  it  as  confidential,  and  make  no 
references  to  the  dental  work  of  any  of  his  patrons. 


Treatment  of  Other  Dentists 

"  All  ambushed  attacks  are  both  cowardly  and  iiiea?i  " 

Dentists  are  sometimes  guilty  of  a  great  disregard  of  the  principles  of 
professional  courtesy.  Some  are  guilty  of  conduct  unbecoming  gentle- 
men, in  their  treatment  of  other  dentists.  A  man  is  supposed  to  be  a 
gentleman,  before  he  can  become  a  professional  man.  Unfortunately, 
this  is  not  always  the  case. 

It  has  been  said,  and  truly  too,  that  there  is  a  remarkable  want  of 
concordance  in  diagnosis  and  in  treatment  in  dental  practice,  an  absence 
of  fellow  feeling,  and  indifiference  to  the  ethics  of  questions  of  judgment 
between  dentists;  when,  as  is  often  the  case,  the  patient  is  made  a  party 
to  controversies  growing  out  of  difference  in  treatment,  this  has  un- 
doubtedly been  a  serious  injury  to  our  profession. 

The  dental  profession  cannot  hope  to  gain  nor  to  hold  the  highest 
respect  of  the  people,  while  its  individuals  exhibit  the  ethics  of  the 
artisan.  The  actual  ill  feeling  which  very  generally  prevails  among  den- 
tists in  the  smaller  towns  is  lamentable,  not  only  because  of  the  personal 
animosity  engendered,  but  because  of  the  mutual  helpfulness  which 
might  otherwise  prevail,  to  the  interest  of  the  dentists  and  to  their 
patients. 

This  personal  dislike  is  in  most  cases  caused  by  patients  going  from 
one  dentist  to  another  and  reporting  unfavorably  upon  the  conduct  or 
workmanship  of  the  previous  operator.  These  things  always  get  back 
to  the  first  dentist  in  a  surprisingly  short  time.  Often  they  come  from  a 
bosom  friend  of  the  dissatisfied  person.  Such  things  are  very  disagree- 
able, but  they  are  happening  every  day. 

These  things  happen  among  the  most  prominent  practitioners,  in  the 
largest  cities,  just  as  frequently  as  among  the  modest  practitioners  in 
rural  districts. 

298 


THE   PRACTICE   BUILDER 


299 


A  few  instances  may  suffice  to  show  this.  One  of  the  most  promi- 
nent dentists  in  Philadelphia,  Dr.  Chas.  J.  Essig,  stated  in  an  article 
bearing  on  this  subject,  in  the  International  Dental  Journal,  that  a 
dentist  made  an  examination  of  fillings  done  by  another,  in  the  presence 
of  two  of  the  patient's  relatives,  pointing  out  alleged  defects,  and  using 
other  arguments  to  destroy  the  confidence  which  they  had  felt  for  many 
years  in  their  family  dentist. 

Another  case  was  that  of  a  gentleman  who  applied  to  a  dentist  to 
have  his  teeth  examined,  and  was  informed  that  it  would  take  about  six 
weeks  to  put  them  in  order;  he  kept  appointments  every  day  for  three 
weeks,  and  then  becoming  tired  he  asked  the  dentist  how  much  more 
remained  to  be  done,  and  was  told,  "  I  am  about  half  through." 

"  Well,"  said  the  patient,  "  I  think  I  will  stop  for  awhile." 

But  soon  after  he  had  occasion  to  consult  another  practitioner,  who, 
after  an  examination  told  him  that  with  the  exception  of  a  few  trifling 
repairs  needed  in  one  tooth,  his  teeth  were  in  perfect  order. 

In  commenting  on  this  case,  the  writer  said  he  preferred  not  to 
characterize  this  remarkable  difiference  of  opinion,  but  presuming  that 
the  incident  was  one  of  an  honest  difference  of  judgment  between  two 
professional  men  of  equal  intelligence,  skill,  and  training,  how  may  we 
account  for  such  diagnostic  uncertainty?  The  public  is  coming  more 
and  more  to  attribute  such  differences  to  the  commercial  spirit,  and  thus 
our  profession  is,  to  a  certain  extent,  made  to  rest  under  a  stigma. 

A  dentist  who  has  been  in  continuous  practice  for  more  than  half 
a  century,  remarked  that,  "  The  most  discouraging  feature  which  he  had 
met  in  practice  was  to  be  found  in  those  cases  in  which  he  had  en- 
deavored to  save  the  soft  and  inferior  teeth  of  early  childhood  by  filling 
with  gutta  percha  and  other  plastic  materials,  and  just  when  the  age 
had  been  reached  when  sufficient  improvement  in  the  quality  of  such 
teeth  seemed  to  warrant  the  use  of  gold  with  some  degree  of  perma- 
nency, the  patient  would  fall  into  the  hands  of  some  other  practitioner, 
presumably  through  loss  of  confidence  in  the  family  dentist;  for  some 
patients  think  that  unless  gold  is  used  from  the  first  as  a  filling  material, 
we  have  not  used  our  best  efforts,  and  will  seek  the  service  of  some  one 
else  who  perhaps  will  be  only  too  ready  to  encourage  the  wavering  con- 
fidence in  his  professional  brother." 


30O  THE   PRACTICE   BUILDER 

It  is  in  just  such  cases  that  the  individual  of  this  class  finds  his  most 
prolific  opportunity ;  he  gets  a  patient  of  fifteen  or  sixteen  years  of  age, 
in  whose  moutli  during  early  childhood  the  teeth  were  of  the  frailest 
character,  in  some  cases,  perhaps,  showing  decalcification  of  the  enamel 
on  the  labial  surfaces  of  both  upper  and  lower  incisors. 

No  class  of  cases  causes  the  earnest  practitioner  more  anxiety  than 
these ;  it  would  seem  almost  like  malpractice  to  attempt  to  bridge  over 
that  precarious  period  of  early  dentition  with  any  other  of  our  too  few 
and  often  unsatisfactory  filling  materials  than  gutta  percha.  But  if  the 
patient  is  unlucky  enough  to  get  into  the  hands  of  such  a  man,  who 
habitually  ignores  the  ethical  side  of  cases,  he  frowns,  looks  unutterable 
things,  condemns  the  earlier  treatment,  and  fills  with  gold,  the  very 
thing  the  family  dentist  would  have  done  at  that  time,  had  the  patient 
remained  in  his  charge,  for  by  the  fifteenth  to  the  seventeenth  year  the 
teeth  often  show  great  improvement,  and  sometimes  the  tendency  to 
decay  at  that  age  will  have  entirely  disappeared. 

Continuing,  the  gentleman  states  that  some  years  ago  one  of  his 
young  patients  who  had  teeth  of  the  frailest  character,  so  frail,  indeed, 
that  up  to  his  fourteenth  year  it  was  believed  that  the  progress  of  decay 
could  be  better  arrested  by  the  use  of  gutta  percha,  got  into  the  hands 
of  a  dentist  at  one  of  the  fashionable  watering  places,  who,  between  him- 
self and  his  assistant,  after  much  severe  and  outspoken  criticism,  re- 
placed all  the  gutta  percha  fillings  with  very  inferior  gold  ones,  yet  that 
individual  has  on  more  than  one  occasion  publicly  advocated  the  use  of 
gutta  percha  as  a  preliminary  filling  material  in  "  children's  teeth  of  the 
frailest  class." 

Some  people  change  dentists  often.  They  change  dentists  oftener 
than  "they  change  physicians.  The  better  class  do  not.  When  they  get 
a  good  dentist,  one  who  satisfactorily  performs  their  work,  they  will 
retain  him;  but  the  less  intelligent  persons,  those  who  form  the  lower 
grades,  are  in  the  habit  of  changing  dentists  almost  as  often  as  they  have 
work  to  do.  Many  have  heard  their  patients  refer  to  other  dentists, 
indicating  that  they  have  had  work  done  in  a  comparatively  few  years 
by  three  or  four  dififerent  operators.  By  such  changes  the  patient  is  the 
loser,  because,  not  being  under  the  care  of  any  one  dentist  long  enough 
for  him  to  observe  the  characteristics  of  the  decay,  an  opportunity  for 


THE    PRACTICE    BUILDER 


301 


careful  consideration  of  the  most  appropriate  filling  materials  is  not 
afforded. 

These  people  are  sometimes  in  the  habit  of  quoting  the  preceding 
dentist,  and  they  usually  do  so  by  the  use  of  statements  not  compli- 
mentary in  the  least.  No  reply  should  be  made  to  such  remarks,  and  the 
subject  should  be  changed.  Such  things  can  lead  to  no  good.  It  is  a 
very  good  rule  that  if  you  cannot  say  anything  good  of  a  person,  to  say 
nothing  at  all. 

Sometimes  people  will  call  and  ask  a  dentist  to  pass  his  opinion  on 
the  work  done  by  another.  All  such  persons  should  be  answered  in  the 
most  peremptory  manner,  by  saying,  "  I  am  not  in  the  habit  of  criticis- 
ing the  work  of  others.  If  there  is  anything  wrong  with  your  work,  and 
you  will  return  to  your  dentist,  no  doubt  he  will  make  everything  sat- 
isfactory." 

No  dentist  knows  what  moment  he  may  have  need  for  the  friendship 
of  another.  At  the  very  moment  when  he  least  expects  it,  he  may  need 
evidence,  in  a  law  suit,  as  to  his  ability.  He  may  need  the  corroborative 
evidence  of  another  dentist  in  support  of  his  testimony  as  to  the  value 
of  certain  services.  A  patient  may  die  in  his  chair  as  the  result  of  the 
administration  of  an  anaesthetic.  He  may  be  sued  for  damages  by  some 
patient.  There  is  no  telling  what  may  happen.  Thus  it  is  the  part  of 
wisdom  to  preserve  a  friendly  footing  with  some  other  dentist  of  equal 
standing  in  the  community. 

There  are  some  of  them  whom  it  is  best  not  to  cultivate ;  their  ac- 
quaintance is  worth  little  and  their  friendship  less.  When  you  do  need 
the  friendship  of  another  dentist  you  need  it  badly. 

■  When  another  dentist  makes  slanderous  remarks  about  you,  you 
will  find  it  to  your  best  interest  to  pay  absolutely  no  attention  to  them, 
no  matter  what  they  are.  This  will  seem  almost  impossible,  but  it  will 
be  for  the  best.  If,  however,  the  statements  are  made  often,  and  by  a 
person  who  does  so  thinking  he  will  not  be  found  out,  it  will  be  the 
proper  thing  to  go  right  to  him  and  tell  him  what  you  have  heard,  and 
that  you  think  it  is  altogether  wrong  in  him  to  do  so ;  tell  him  that  all 
these  stories  have  come  right  back  to  you,  and  that  if  you  hear  of  any 
more  of  them  you  will  make  it  warm  for  him. 

On  one  occasion,  having  been  called  out  of  the  city  for  a  week,  we 


^02  THE   PRACTICE    BUILDER 

found  on  returning  that  a  patient  complaining  of  a  toothache  had  called; 
not  being  in  town,  the  patient  called  on  another  dentist  who,  after  ex- 
amining the  teeth,  said  that  they  were  all  filled  wrong  and  advised  the 
removal  of  all  the  work.  This  he  started  to  do,  meanwhile  making  the 
most  unprofessional  and  ungentlemanly  statements,  statements  actuated 
by  envy  antl  malice.  He  indicated  to  the  patient  that  all  the  work  was 
(lone  wrong,  and  poorly  done.  The  most  disparaging  statements  as  to 
our  ability  were  made,  the  most  deliberately  false  statements  were  made 
as  to  the  amount  and  quality  of  our  practice. 

The  facts  in  the  case  were:  That  the  dentist  knew  nothing  of  the 
true  science  of  dentistry,  being  a  slip-shod,  state-board  specimen,  had 
lost  many  of  his  patients  to  the  person  he  so  loudly  denounced,  could 
do  no  really  high-grade  work,  had  to  ask  us  to  show  him  how  to  do 
work,  had  no  materials  to  work  with  and  borrowed  them  from  us,  sat 
around  his  office  doing  nothing  and  cursing  every  one  who  was  suc- 
cessful. 

In  return  for  kindness  he  stabbed  his  benefactor  in  the  back  at  every 
opportunity.  No  complaint  was  ever  made  by  us.  we  never  indicated  by 
word  or  deed  that  we  had  ever  heard  of  the  matter,  never  repeated  his 
name,  and  dozens  of  times  when  patients  applied  to  us  to  do  over  the 
work  he  had  done  improperly,  no  unfavorable  comment  was  permitted 
to  pass  our  lips.  Some  of  the  work  was  so  unscientific  as  to  make  him 
liable  for  damages.    Yet  no  comment  was  made. 

Not  all  men  can  restrain  themselves  from  giving  vehement  expres- 
sion to  their  wrath  in  such  cases,  yet  such  an  individual  will  do  himself 
greater  damage  than  those  whom  he  seeks  to  harm;  he  will  do  right 
because  he  is  a  gentleman  born ;  rules  or  codes  of  ethics  will  not  afTect 
such  an  individual. 


Paying  Bills 

"  Pay  as  yon  go  " 

Pay  your  bills  promptly.  By  so  doing  you  will  enhance  your  reputa- 
tion. When  a  dentist  pays  his  bills  promptly  it  is  evidence  that  he  has 
ready  money.  Ready  money  is  a  power  in  this  wabbling  old  world. 
The  man  who  has  ready  money  is  respected.  The  man  who  has  it  not 
may  be  respected,  but  it  is  a  different  kind  of  jespect. 

No  matter  what  the  obligation  may  be,  strive  in  every  way  to  keep 
vour  credit  good.  Pay  all  bills  as  soon  as  presented,  after  verifying 
their  correctness.  If  a  dentist  gets  into  the  habit  of  neglecting  his  bills 
his  credit  will  fall,  and  it  will  soon  become  common  report  that  he  is 
slow  in  paying.    This  is  a  very  unenviable  reputation. 

Dentists  who  get  such  a  reputation  are  not  sought  after,  for  people 
reason  that  a  man  who  does  not  pay  his  bills,  does  not  have  much  to  do, 
and  that  such  an  one  cannot  do  good  work,  because  he  does  not  have 
enough  to  keep  him  busy. 

It  is  surprising  how  swiftly  such  things  become  known,  especially 

in  small  towns.  People  say,  "  I  wonder  how is  doing?    He  never 

seems  to  be  busy,  and  they  say  that  more  people  go  into  his  office  to 
collect  bills  than  for  any  other  purpose." 

A  man's  credit  should  be  preserved  with  his  dental  dealer.  This 
is  almost  imperative.  Of  course  he  can  change  dealers,  but  he  won't 
find  it  to  be  good  policy  to  do  this  more  than  once,  if  at  all. 

When  your  account  becomes  large  at  the  dental  dealer's,  and  they 
send  you  a  statement  that  they  will  draw  on  you  on  a  date  mentioned, 
make  a  memorandum  of  it  and  when  the  draft  comes  honor  it. 

Do  not  become  offended  when  you  receive  notice  of  draft.  Dental 
dealers  rarely  draw  for  more  than  a  portion  of  an  account — one-fifth  or 

303 


304  THE    PRACTICE    BUILDER 

one-fourth  of  the  full  amount.  If,  for  any  reason,  you  cannot  meet  the 
draft,  write  courteously  that  you  would  consider  it  a  favor  if  they  would 
defer  drawing  for  a  time,  and  giving  some  reason  for  making  the  request. 
This  should  not  be  done  unless  there  is  reason  for  it,  and  such  a  request 
should  not  be  made  often.  It  is  not  business  policy,  and  is  likely  to  cause 
your  account  to  be  watched  more  closely. 

If  a  dentist's  account  shows  that  he  is  ordering  a  fair  amount  of 
material,  an  amount  indicative  of  success  and  plenty  of  work,  and  he 
at  the  same  time  asks  for  extension  of  credit,  the  dealers  are  likely  to  be- 
come suspicious,  and  to  think  that  something  is  wrong;  and  unless  a 
satisfactory  explanation  is  made  will  undoubtedly  act  accordingly. 

To  pay  bills  promptly  necessitates  prompt  collections.  Young  men, 
especially,  are  very  foolish  in  this  matter;  they  think  that  they  expose 
their  financial  condition  by  asking  for  payment  of  accounts  a  short  time 
after  work  is  finished,  and  they  think  it  shows  liberality  to  allow  an 
account  to  run  a  month  or  more  before  rendering  a  bill. 

This  is  wrong.  People  appreciate  dental  work  more  shortly  after 
it  is  finished  than  they  are  likely  to  at  any  other  time.  The  long  time 
spent  in  its  performance,  and  the  relief  of  the  patient  when  it  is  all  over 
with,  are  fresh  in  the  mind,  and  this  is  the  time  to  render  the  bill.  The 
longer  the  bill  runs  the  dinmier  becomes  the  recollection  of  the  patient, 
and  the  appreciation  of  the  work  diminishes  at  the  same  rate.  If  bills 
are  paid  upon  the  completion  of  work  there  is  rarely  any  complaint. 
People  who  don't  pay  promptly  find  fault  with  their  work. 


Honesty 

"  No  legacy  is  so  rich  as  honesty  " 

We  have  narrowed  the  caution  against  a  common  sin  when  we  con- 
fine the  meaning  of  the  word  "  dishonesty  "  to  the  hmits  of  taking  with- 
out return  what  belongs  to  another,  and  without  the  other's  knowledge. 
This  is  the  broader  and  more  obvious  meaning  of  the  term,  but  the  most 
common  form  of  dishonesty  has  to  do  with  ourselves  rather  than  with 
the  goods  and  chattels  of  our  neighbor. 

Sin  against  ourselves  is,  after  all,  the  most  dangerous  form  of  wrong 
doing,  for  it  strikes  at  the  root  of  being,  and  prepares  the  life  for  almost 
any  species  of  outbreak  against  society.  The  man  who  is  false  to  him- 
self, who  runs  away  from  the  infinite  voice  which  calls  within  him,  may 
not  have  become  a  falsifier  in  words  to  others,  but  he  is  ready  to  do  so 
should  extra  pressure  come  through  temptation.  So  with  honesty.  Un- 
less we  are  honest  with  ourselves  we  are  close  to  the  borderland  of  dis- 
honesty in  our  dealings  with  others.  It  is  best,  in  all  the  processes  of 
mental  and  moral  culture  through  which  we  go,  to  first  be  true  and 
honest  with  self.  Tell  yourself  again  and  again  the  truth  about  your- 
self. It  may  not  be  always  pleasant — this  sort  of  honest  dealing  with 
one's  self — but  it  is  healthier. 

Do  not  be  warped  by  the  judgment,  or  even  law,  of  another.  The 
suppression  through  fear  or  favor  of  our  truer,  better  selves,  is  more 
often  cause  for  angel's  tearsthan  grafted  sins  of  habit. 

It  is  not  so  much  the  appearance,  the  manner,  or  even  the  speech 
which  tell  character.  These  may  be  plain,  awkward,  and  stammering, 
and  yet  the  influence  soothing.  Our  company  may  be  handsome,  polite, 
and  brilliant,  and  yet  repulsive.  We  may  reprove  ourselves  for  our 
whims,  our  caprice,  and  call  it  nonsense;   yet  an  unseen,  inexplicable 

305 


3o6 


THE   PRACTICE   BUILDER 


inrtucncc  is  there,  and  we  feel  that  one  is  our  friend  and  that  another  is 
well,  we  hardly  know  what — but  in  spite  of  ourselves  we  form  a  dis- 
like or  a  friendship,  and  can't  help  it. 

The  fact  is,  it  is  harder  to  act  the  hypocrite  than  we  imagine.  What 
we  are  will  show  itself  somehow.  Though  for  a  time  it  may  be  hidden 
even  from  ourselves,  it  will  crop  out.  and  reveal  something  of  our  char- 
acter, which  long  habits  and  prevailing  thoughts  and  choice  of  doing 
has  matured.  It  is  well,  therefore,  to  weigh  well  the  tendencies  of  our 
habits  while  they  are  in  their  incipiency,  to  remember  that  "  as  a  man 
thinketh  so  is  he,"  and  that  even  our  imagination,  our  image  making, 
gives  character  to  our  life.  If  our  thoughts  and  feelings,  our  passions 
and  motives  are  normal  and  healthy,  there  will  be  internal  harmony  and 
sweetness  and  good  will  which  will  make  our  very  presence  a  benedic- 
tion. But  if  there  is  a  war  of  elements  within,  the  prevalence  of  evil  pas- 
sions "  throwing  up  mire  and  dirt,"  how  can  it  be  hidden? 

There  is  no  vice  more  hurtful  to  a  dentist  than  dishonesty.  There 
are  plenty  of  cases  where  actual  gain  has  sprung  from  following  the 
twisted  adage,  that  "  dishonesty  is  the  best  business  policy." 

It  is  useless  for  moralists  to  deny  the  truth  of  this  statement,  for  they 
are  overwhelmed  with  the  evidence  of  many  recorded  cases  where  mis- 
representation and  fraud  have  enabled  men  to  make  money  and  to  keep 
money. 

A  solid  and  more  permanent  foundation  can  be  built  by  strict  hon- 
esty than  by  any  amount  of  gilt-edged  misrepresentation.  Dishonesty 
is  a  sign  of  weakness. 

Truer  words  were  never  spoken  than  those  of  Abraham  Lincoln, 
when  he  said,  "  You  can't  fool  all  the  people  all  of  the  time." 

Any  fool  can  be  dishonest ;  there  is  nothing  bright  about  it. 


Policy 


"  Turn  him  to  any  cause  of  policy  " 

It  is  necessary  for  every  dentist  to  employ  policy  in  his  relations  with 
his  patrons.  The  more  policy  he  possesses,  the  more  successful  he  may 
be.  Policy  relates  here  to  the  business  side  of  his  relations  with  his 
patrons,  and  not  to  operative  procedures.  It  is  the  policy  which  affects 
his  income,  and  not  the  policy  which  affects  his  professional  standing; 
that  policy  must  be  regulated  wholly  by  his  training  and  by  his  indi- 
vidual merit.  Usually  it  takes  years  for  a  man  to  acquire  a  knowledge 
of  the  best  business  policy,  or  at  least  to  be  able  to  practically  apply  it. 

It  is  well  for  him  to  understand  what  policy  it  is  best  to  pursue  with 
relation  to  the  collection  of  bad  accounts.  The  prominence  of  the  pa- 
tient, the  social  position  which  he  enjoys,  and  the  influence  he  wields 
in  the  community,  must  be  taken  into  consideration  before  urgent  meas- 
ures are  adopted  to  enforce  collection;  also  the  friendly  or  unfriendly 
feeling  of  the  person,  and  the  probability  of  his  carrying  the  lower  court 
decision  to  a  higher  court,  if  he  contests  the  bill.  It  may  be  business 
policy  to  institute  proceedings,  but  in  the  great  majority  ol  cases  it 
will  be  found  the  best  policy  to  refrain  from  bringing  suit,  because  the 
expense,  time,  and  attention  which  it  demands,  together  with  the  fact 
that  some  damage  may  be  done  to  the  practice  in  the  way  of  prejudicing 
the  friends  of  the  person  sued,  make  the  venture  a  losing  one,  and  in 
most  instances  it  would  be  better  to  charge  the  unpaid  accounts  to  loss 
and  gain. 

Again  in  the  matter  of  collecting  accounts,  there  are  in  every  town 
men  whose  influence  is  very  great  and  whose  recommendation  is  worth 
a  great  deal,  but  who  are  not  prompt  in  paying  their  bills.  In  view  of  the 
fact  that  these  persons  have  such  influence,  and  that  they  take  occasion 

307 


3oS 


THE    PRACTICE    BUILDER 


to  speak  a  good  word  for  their  dentist  whenever  an  opportunity  presents 
itself,  it  is  not  poHcy  to  try  to  collect  an  account  of  this  kind ;  their  words 
of  praise  are  worth  much  more  than  the  amount  of  the  account.  Ac- 
counts should  not  be  pushed  when  the  debtors  are  lawyers,  physicians, 
i:>r  ministers. 

Another  phase  of  practice  in  which  policy  is  necessary,  is  that  which 
relates  to  the  performance  of  work  for  persons  of  doubtful  character. 
This  must  be  regulated  by  the  class  of  patronage  enjoyed  by  the  dentist. 
If  it  is  a  thoroughly  high  class  practice  it  must  be  evident  that  fast 
women,  and  the  like,  are  not  acceptable  as  patrons  of  the  office,  and  their 
patronage  should  not  therefore  be  allowed  to  come  into  contact  in  any 
way  with  that  of  persons  of  the  better  sort. 

The  most  important  consideration  relating  to  policy  is  that  which 
concerns  the  character  of  the  practice  to  be  conducted  by  the  dentist. 
Thus,  a  man  possessed  of  a  very  superior  training  will  not  care  to  cater 
to  a  low  class  practice,  and  he  will  have  no  desire  to  associate  himself 
with  an  advertising  establishment.  Consistency  must  be  practised  in 
this  matter  of  the  policy  to  be  pursued,  and  this  policy  must  gradually 
change  for  the  better  as  the  ([uality  of  the  practice  improves,  and  the 
appreciation  of  the  clients  manifests  itself  in  a  willingness  to  pay  a  good 
price  for  good  work. 


Tact 


"  Talent  knows  what  to  do  ;  tact  knows  how  to  do  " 

"  Talent  is  something;  tact  is  everything."    So  runs  the  old  adage. 

There  are  men  in  dentistry  who  possess  a  great  deal  more  tact  than 
talent,  and  tact  appears  to  pay  them  better  than  superior  talent  pays 
some  of  their  professional  friends.  Dentistry  affords  its  practitioners 
many  opportunities  for  the  exhibition  of  tact.  That  kind  of  tact  that 
makes  men  in  business  life  capable  of  winning  friendship  and  support, 
when  possessed  by  professional  men  is  productive  of  similar  results. 

Many  men  in  dentistry  are  wholly  devoid  Of  tact.  It  is  to  them  an 
unknown  quantity.  When  called  upon  to  exercise  tact  in  handling  a 
patient  they  are  totally  at  sea,  and  frequently  get  into  an  argument  that 
results  in  the  client  consulting  another  dentist.  Thus,  for  instance,  if  a 
person  tells  you  that  he  has  a  plate  to  be  repaired,  and  that  he  has  to  have 
it  repaired  every  few  months,  but  that  it  fits  beautifully  and  he  don't 
want  any  change  made  in  the  fit  of  it,  you  may  know  that  it  can't  fit 
beautifully  and  yet  break  every  two  or  three  months.  But  you  don't 
say  so.  You  look  at  the  individual  and  you  see  that  his  bump  of  firm- 
ness is  about  the  size  of  a  goose  egg.  It  would  be  folly  to  enter  into  an 
argument  with  this  man. 

It  would  do  no  good  to  say,  "  This  plate  don't  fit  and  never  will." 
On  the  contrary,  you  would  avoid  all  argument  by  taking  the  person 
gently  by  the  hand  and  leading  him  tenderly  to  the  impression  chair, 
where  you  would  proceed  to  take  an  impression  and  then  make  a  model, 
on  which  you  would  show  that  the  plate  fitted  his  mouth  about  as  well 
as  a  piece  of  sole  leather.  This  practical  demonstration  will  usually  con- 
vince the  most  stubborn,  where  an  hour  of  argument  would  not  be 
heeded. 

309 


3IO  THE   PRACTICE   BUILDER 

In  every  branch  of  dental  service  tact  must  be  shown,  to  successfully 
handle  the  great  variety  of  temperaments.  It  is  not  alone  in  the  actual 
performance  of  the  work  that  it  is  necessary,  but  it  must  as  well  be 
practised  before  the  work  is  attempted  and  after  it  is  performed. 

Talent  is  power,  tact  is  skill;  talent  is  weight,  tact  is  momentum; 
talent  knows  what  to  do.  tact  knows  how  to  do  it.  To  do  easily  what  is 
difficult  to  others,  is  talent.  To  do  what  is  impossible  for  talent,  is  a 
mark  of  genius. 


Ambition 

"  Ambition  has  no  rest  " 

"  Ambition  in  an  individual  may  be  either  his  bane  or  his  benison.  It 
may  lift  him  to  an  honored  niche  in  the  temple  of  fame,  where  his  record 
will  be  written  with  that  of  the  immortals,  or  it  may  smother  him  into 
oblivion  or  ridicule  by  the  reflex  of  its  own  misspent  energy.  Ambition 
which  is  honorable,  uprightly  unselfish,  and  above  board,  is  a  laudable 
quality  for  one  to  possess  and  to  cultivate;  but  ambition  which  seeks 
aggrandizement  at  the  expense  of  honor,  which  attempts  to  lift  up  the 
individual  through  the  process  of  pulling  down  some  one  else,  is  a 
quality  which  every  professional  man  should  spurn  as  beneath  his 
dignity. 

"  There  are  ambitious  men  of  both  kinds  in  the  dental  profession. 
There  are  men  who  work  on  year  after  year  with  a  laudable  ambition 
not  only  to  make  a  mark  for  themselves,  but  to  elevate  thereby  the 
dignity  and  reputation  of  their  profession.  There  are  others,  more's  the. 
pity,  whose  sole  aim  seems  to  be  to  boost  themselves  above  their  fellows, 
irrespective  of  method  and  merit.  And  a  lamentable  phase  of  this  matter 
reveals  itself  in  the  propensity  some  of  these  men  have  for  attempting  to 
belittle  others. 

"  Men  who  apparently  stand  well  in  the  profession,  and  who  cer- 
tainly do  stand  well  in  their  own  estimation,  never  lose  an  opportunity 
of  saying  or  intimating  something  derogatory  to  their  fellow  practition- 
ers behind  their  backs,  more  especially  if  those  practitioners  are  men 
of  reputation  in  the  profession. 

"  It  is  said  that '  death  loves  a  shining  mark,'  and  so  assuredly  does 
the  unduly  ambitious  man  when  he  wishes  to  foist  his  own  abilities  be- 
fore the  world  at  the  expense  of  some  one  else.    He  will  select  men  who 

311 


.12  THE   PRACTICE   BUILDER 

are  claiming  the  attention  of  the  profession  everywhere,  men  who  are 
recognized  for  their  abihty  and  genius,  and  he  will  i)oint  out  adroitly  and 
insinuatingly  to  a  choice  coterie  of  friends  some  very  serious  limita- 
tions in  the  great  men,  which  he  avers  the  profession  generally  are  not 
astute  enough  to  perceive.  In  this  way  he  seeks  not  only  to  gain  credit 
for  greater  insight  than  the  majority,  but  hopes  to  himself  rise  on  the 
wave  which  he  has  created  for  the  submergence  of  his  more  worthy 
colleague.  Too  much  of  this  back-handed  undermining  has  been  done 
bv  men  who  ought  to  be  above  it.  Surely  '  ambition  should  be  made 
of  sterner  stuff  than  this.'  A  man  never  yet  built  himself  a  worthy  and 
permanent  reputation  based  on  the  ruins  of  others,  especially  when  those 
ruins  were  created  by  his  own  hands. 

"  The  ambition  for  a  young  man  to  cultivate  is  that  which  urges  him 
to  accomplish  something  for  the  profession  that  no  other  man  has  ever 
been  able  to  accomplish.  Let  him  take  some  problem  which  to-day  is 
puzzling  the  profession,  and  let  his  ambition  inspire  him  to  labor  un- 
ceasingly for  the  solution  of  that  problem.  If  he  succeeds,  his  name  is 
linked  indissolubly  with  the  advancement  of  his  profession,  and  if  he 
does  not  succeed  in  whole,  he  will  at  least  have  left  his  imprint  on  the 
scientific  progress  of  the  question  and  his  work  will  eventually  count 
for  just  what  it  is  worth. 

"  No  man  may  labor  in  a  rapidly  developing  profession  like  dentistry 
without  accomplishing  something  of  real  value  to  humanity,  and  without 
bringing  his  name  into  fair  repute.  He  may  encounter  disappointments, 
discouragements,  and  moments  of  disheartening  depression,  he  may 
be  criticised  unjustly  and  even  harshly,  but  sooner  or  later,  if  he  sows 
earnestly  and  profitably,  so  shall  he  also  reap. 

"  The  ambition  which  impels  a  young  man  to  bring  honor  to  his  pro- 
fession and  happiness  to  humanity,  irrespective  of  personal  aggrandize- 
ment, is  the  ambition  which,  after  all.  proves  to  be  the  surest  road  to  a 
worthy  prominence. 

"  If  a  young  man  wishes  to  be  truly  famous  let  him  seek  fame 
through  these  channels.  Political  prominence  in  a  profession  does  not 
always  imply  personal  respect.  A  man  may  be  a  president  and  yet  be 
looked  at  askance  by  all  good  men.  He  may  be  a  private  in  the  ranks, 
and  yet  carry  with  him  the  respect  and  good  will  of  all  whose  respect  and 


THE   PRACTICE   BUILDER  313 

good  will  are  worth  having.  A  man  may  be  modest,  and  even  reticent, 
and  yet  wield  a  greater  influence  among  his  fellows  than  all  the  spread- 
eagle  enthusiasm  of  the  victim  of  a  false  ambition.  A  young  man  should 
be  ambitious,  should  be  full  of  ambition,  but  his  ambition  should  be  di- 
rected into  legitimate  channels." 


Confidence 

"  Confidence  is  a  plant  of  shnu  gro7vth  " 

The  successful  practice  of  dentistry  demands  of  its  votaries  the  pos- 
session of  confidence.  Confidence  in  their  abiHty  to  perform  opera- 
tions, by  reason  of  their  knowledge  of  the  mode  of  performance,  whether 
or  not  they  have  done  the  particular  work  before. 

Many  of  the  successful  ideas  in  life  come  to  us  second  hand.  The 
originator  of  them  lacks  the  confidence  to  materialize  the  same,  and  in 
a  moment  of  discouragement  reveals  his  pet  idea  to  some  one  who  does 
possess  sufficient  confidence  to  push  it  to  success  and  to  reap  the  re- 
wards. A  man  may  possess  so  much  confidence  in  himself  as  to  be  dis- 
tasteful to  his  friends,  and  yet,  when  his  rapid  strides  to  success  are 
noted,  we  are  willing  to  forgive  his  failing,  and  to  wish  that  this  same 
confidence  was  also  an  inherent  quality  of  our  own  nature. 

Confidence  can  be  fatal ;  when  this  is  so,  it  is  called  over-confidence. 

If  there  is  one  fault  more  fatal  to  the  future  prospects  of  the  young 
dentist  than  lack  of  confidence,  it  is  over-confidence.  A  man  is  com- 
paratively safe  when  he  realizes  his  limitations,  if  he  has  sufficient  man- 
hood to  make  the  effort  to  overcome  them :  but  the  man  who  fails  to 
realize  his  limitations  will  never  advance,  because  he  sees  no  necessity 
for  the  effort. 

A  young  man  who  has  successfully  coped  with  the  different  problems 
of  life  which  confronted  him  in  college,  is  likely  to  believe  that  he  has 
reached  the  summit,  and  is  in  some  danger  of  contenting  himself  with 
present  attainments,  but  no  man  in  the  contemporaneous  development 
of  dentistry  may  feel  secure  in  his  position,  when  the  knowledge  of  to- 
day is  so  often  supplemented  and  overshadowed  by  the  knowledge  of 
to-morrow.    Neither  must  the  young  man  think  that  because  the  brief 

314 


THE   PRACTICE   BUILDER 


315 


span  of  his  college  course  has  passed  with  few  failures,  that  failures  will 
■  always  continue  to  conveniently  pass  him  by.  Failures  will  come,  and 
the  progressive  man  is  he  who  learns  more  by  the  failures,  than  by  the 
successes  of  his  early  efforts.  It  is  the  ripened  experience  of  maturer 
years  that  teaches  the  most  lasting  lessons,  and  it  is  the  fate  of  most  men 
to  live  the  greater  part  of  a  lifetime  before  they  discover  their  own  lim- 
itations. You  had  better  know  that  you  do  not  know,  than  to  believe 
you  know  when  you  do  not  know. 

An  overabundance  of  confidence  is  reason  for  congratulation,  rather 
than  the  opposite.  More  men  have  been  ruined  by  lack  of  confidence, 
than  by  over-confidence.  All  that  pertains  to  the  advancement  of  per- 
sonal interests,  demands  that  the  individual  possess  sufficient  confidence 
to  put  into  efifect  the  necessary  elements  to  the  accomplishment  of  such 
professional  advancement.  For  lack  of  confidence  in  their  own  abilities 
and  in  their  own  personalities,  hundreds  of  dentists  capable  of  taking 
their  places  in  the  very  front  rank  are  moulding  in  unheard-of  towns; 
pretty  good  dentists,  with  a  "  but " 

With  a  little  more  confidence  in  their  make-up,  these  men  might 
have  become  prominent  in  their  profession. 

The  man  who  creates  the  impression  that  he  is  something  superior 
to  the  general  run  of  men,  and  who  can  live  up  to  the  impression  which 
he  creates  in  the  minds  of  others,  will  live  on  Easy  Street.  Because  he 
thinks  he  is  superior,  and  because  they  believe  him  to  be  superior,  makes 
it  so.  His  very  air  of  confidence  and  security  in  his  position  makes 
people  say,  "  He  is  all  right."  But  if  he  lacks  confidence  in  himself  and 
shows  that  he  realizes  his  inferiority,  and  if  his  actions  say — "  I  am  a 
poor  weak  worm," — the  people  say — "  You  look  it,  get  out  of  the  way." 


Economy 

"  Economy  is  the  fuel  of  magnificence  " 

Economy  is  a  good  quality.  There  are  several  kinds  of  economy. 
Don't  get  them  confounded.  Economy  is  in  some  men  an  element  of 
character  that  carries  them  to  success. 

Economy,  in  its  application,  means  attention  to  the  little  things,  the 
details.  Attention  to  the  details  gives  a  firmer  grasp  upon  the  broader 
and  more  important  matters  of  life. 

It  is  right  and  proper  to  practice  economy,  but  it  must  be  of  the 
right  kind.    Its  right  practice  is  backed  by  sense  and  judgment. 

In  dentistry  there  can  be  but  one  kind  of  economy,  namely,  that 
which  has  for  its  aim  the  highest  interest  of  those  most  concerned  in  its 
application,  the  patrons  of  the  practice. 

Different  men  have  dififerent  ideas  as  to  what  constitutes  economy. 
Economy  is  to  be  practiced  in  dentistry.  Economy  is  to  be  practiced 
in  everything.    Dentistry  need  not  have  all  the  economy. 

The  old  business  maxim  that,  "  That  which  is  worth  doing  is  worth 
doing  well,"  applies  in  its  full  strength  to  dentistry.  One  may  use  toO' 
much  economy  and  lose  money. 

That  economy  which  has  for  its  purpose  the  use  of  tha  very  best 
materials  that  money  will  buy,  without  variation,  irrespective  of  maker 
or  seller,  is  the  only  true  economy.  It  is  the  only  economy  that  can  be 
practiced  in  dentistry.    It  is  true  dental  economy. 

It  is  economy  for  the  dentist,  and  it  is  the  only  economy  the  patient 
can  wish  to  have  employed  in  his  interest. 

A  few  years  since  we  were  so  unfortunate  as  to  be  thrown  into  asso- 
ciation with  an  old-timer  whose  ideas  of  economy  were  tinged  with 
penuriousness  that  would  make  a  miser  blush. 

316 


THE    PRACTICE    BUILDER 


317 


Instead  of  using  the  finishing  strips  for  poHshing  gold  filHngs, 
furnished  by  the  dental  dealers,  he  was  in  the  habit  of  buying  sand-paper 
at  the  hardware  store  and  cutting  this  into  strips  with  the  shears.  The 
sand-paper  was  No.  i  to  No.  i|. 

The  laceration  of  the  gums  and  the  injury  done  to  the  enamel  of  teeth 
from  the  use  of  such  barbaric  methods,  can  be  better  imagined  than  de- 
scribed.   All  this  to  save  a  few  cents. 

Instead  of  using  the  best  plaster  for  impressions  and  models,  he 
bought  cheap  plaster  at  the  hardware  store,  little  better  than  builders' 
plaster. 

His  argument  was  that  anything  that  was  cheap  was  "  just  as  good  " 
as  anything  that  cost  more.  In  his  own  work  he  used  the  opposite 
argument.    Consistency,  what  a  jewel  thou  art! 

He  was  in  the  habit  of  trying  everything  that  was  cheap.  Pinless 
teeth,  for  instance,  and  had  them  turned  back  for  repair  with  great 
regularity. 

Having  several  diplomas,  of  which  we  were  naturally  very  proud, 
we  suggested  framing  them  and  hanging  them  on  the  wall,  but  our 
economical  friend  objected,  saying  that  it  would  not  pay. 

We  framed  them  and  put  them  in  place.  A  few  days  after  a  man 
called,  and  the  first  thing  he  noticed  was  the  diplomas;  he  said  he  had 
been  told  by  the  patient  of  another  dentist  that  the  owner  of  the  diplomas 
was  not  a  graduate,  and  he  thought  he  would  find  out  for  himself,  having 
quite  an  amount  of  work  to  do. 

The  inquirer  became  a  patron  of  the  office,  and  in  less  than  two 
years  over  $700.00  could  be  traced  directly  to  his  influence. 

Therefore,  it  was  economy  to  frame  the  diplomas.  If  you  take  your 
diplomas  and  put  them  in  the  wood-shed,  people  won't  know  you  have 
any.    Don't  hide  your  light  under  a  bushel. 

Tell  the  people  your  business,  that  you  may  do  more  business  with 
the  people. 

It  may  safely  be  said  that  economy,  in  the  sense  that  it  is  generally 
understood,  has  no  place  in  a  dental  practice  wherein  the  practitioner 
seeks  to  give  his  patrons  the  best  material  and  the  best  services  for  their 
money. 

The  practice  of  the  right  kind  of  economy,  the  kind  that  is  based 


3i8 


THE   PRACTICE   BUILDER 


upon  liberal  conceptions  of  a  dentist's  obligations  to  his  patrons,  cannot 
but  result  in  profit  to  hini  who  employs  it;  while  that  economy  that  finds 
expression  in  smallness,  in  meanness,  and  all  that  has  for  its  aim  the  giv- 
ing of  as  little  as  possible  and  the  getting  of  as  much  for  that  little  as  can 
be  got,  cannot  but  result  in  permanent  injury  to  the  dentist  who  is  guilty 
of  it,  and  to  the  dissatisfaction  of  the  patrons. 

Practice  economy  then,  but  practice  the  right  kind  of  economy;  and 
practice  it  continually  throughout  your  practice. 

There  is  no  better  rule  in  this  respect  than  the  golden  rule. 


Emergencies 

"  Much  caution  does  no  harm  " 

Be  ready  when  your  opportunity  comes.  An  opportunity  comes  to 
every  dentist,  and  to  every  man  in  every  walk  of  life.  One  of  the  secrets 
of  success  consists  in  being  ready  when  opportunity  presents  itself. 

Being  ready,  is  nothing  more  than  being  so  thoroughly  qualified 
that,  when  opportunity  does  present,  it  is  recognized  and  the  individual 
understands  how  to  make  the  most  of  it.  This  needs  a  trained  mind,  a 
mind  ready  on  the  instant,  not  the  next  day. 

The  opportunities  which  present  to  a  dentist  in  his  daily  practice 
are  wholly  in  the  nature  of  operations  more  or  less  difficult  of  per- 
formance. They  are  nevertheless  the  opportunities  upon  which  he  may 
build,  or  which  he  may  fail  to  comprehend,  and, therefore,  fail  to  advance 
his  interests  and  his  reputation.  Every  man  who  enters  dentistry  knows 
beforehand  that  his  opportunities  will  be  vastly  different  from  those 
which  come  to  men  in  the  great  world  of  affairs;  he  knows  that  no 
opportunity  will  present,  nor  no  emergency  confront  him,  whereby  he 
will  be  able  to  make  a  fortune,  or  at  one  bound  attain  distinction  and 
wealth.  The  possibilities  of  his  profession  are  known  to  him.  He  un- 
derstands that,  so  far  as  financial  possibilities  are  concerned,  it  is  totally 
different  from  mercantile  affairs. 

It  is  from  the  professional  aspect,  that  proper  preparation  for  the 
treatment  of  emergency  cases  will  enable  him  to  make  a  reputation 
which  will  favorably  affect  the  finances  of  his  practice. 

One  of  the  commonest  forms  of  emergency  cases  is  dental  hemor- 
rhage. To  promptly  and  scientifically  take  charge  of  cases  of  this  kind 
is  of  the  highest  importance,  and  reflects  great  credit  on  the  dentist 
who  does  it. 

319 


320  THE   PRACTICE   BUILDER 

Fractures  of  the  maxillae  also  demand  thorough  knowledge,  with  the 
ability  to  act  promptly  and  decisively.  The  treatment  demands  a 
thorough  knowledge  of  the  literature  of  the  subject,  and  no  one  is  war- 
ranted in  attempting  the  work  who  has  not  this  knowledge. 

Dislocation  of  the  Inferior  Maxilla,  either  partial  or  complete,  affords 
to  the  dentist  opportunity  for  the  display  of  skill,  and  adds  greatly  to  his 
reputation  when  handled  with  promptness  and  expcrtness. 

Those  rare  and  unusual  conditions  of  facial  deformity  caused  either 
bv  disease  or  wounds,  especially  when  the  patient  is  prominent,  and  the 
dentist  is  successful  in  his  work,  add  greatly  to  his  distinction  and  credit. 
Advanced  pathological  conditions,  such  as  eruption  of  the  third  molar, 
when  the  patient  applies  after  the  condition  has  become  difficult  to  treat, 
are  to  be  considered  in  the  light  of  emergency  cases,  and  call  for  the 
same  superior  skill  in  their  consideration  as  those  we  have  mentioned. 

Anchylosis  is  to  be  considered  in  the  nature  of  emergency,  because 
it  presents  to  the  dentist  in  that  condition.  Frequently  in  the  employ- 
ment of  anaesthetics,  whether  general  or  local,  the  patient  may  become 
so  affected,  by  reason  of  a  weak  heart,  or  by  the  unfavorable  action  of 
the  anaesthetic,  as  to  require  heroic  measures  to  restore  him  to  the 
normal  condition.  This  is  to  be  considered  as  being  in  the  nature  of  an 
emergency.  Therefore  a  careful  study  of  all  these  conditions,  with  a 
view  to  handling  them  with  ease  and  certainty,  is  not  only  advisable  but 
absolutely  necessary. 


Accidents  in  the  Office 

"He  is  7nost  free  from  danger  who,  even   whe?t  safe,  zs  on  his  guard" 

In  the  most  carefully  conducted  practice,  when  the  utmost  care  is 
taken  to  avoid  them,  accidents  will  happen.  No  matter  how  superior 
the  skill,  nor  what  precautions  the  practitioner  may  employ,  accidents 
will  occur.  Their  frequency,  or  the  fact  that  every  office  is  subject  to 
them,  makes  them  none  the  less  to  be  dreaded. 

Accidents  are  hurtful  to  a  practice,  because  even  if  the  patients  are 
most  friendly,  the  facts  somehow  leak  out,  and  after  the  story  gets  into 
circulation  it  seems  to  enlarge  to  a  most  distressing  extent.  Stories  of 
this  kind  travel  with  alarming  rapidity,  and  the  comments  made  are 
capable  of  doing  great  financial  damage.  This  is  true  more  especially 
of  the  average  practice  in  the  smaller  towns  or  cities,  where  rumors  are 
put  into  circulation  and  go  through  every  house  in  the  town  in  the 
course  of  a  day.  We  do  not  know  of  any  single  factor  which  will  do 
more  to  kill  a  practice  than  ugly  rumors ;  it  m.akes  no  difference  whether 
these  refer  to  a  stigma  against  the  professional  reputation  of  the  dentist 
or  against  his  moral  character,  the  effect  is  just  the  same. 

Among  the  accidents  which  are  likely  to  happen  in  any  dental  office 
at  any  time  are : 

F'ractures  of  the  Inferior  Maxilla  in  attempted  extraction.  This  may 
occur  the  very  first  day  a  young  dentist  enters  practice,  or  it  may  not 
happen  in  a  practice  of  fifty  years.  An  instance  has  occurred  where 
this  took  place  with  the  very  first  patient  a  young  dentist  had  when  he 
entered  practice.  There  are  hundreds  of  practices  of  fifty  years'  stand- 
ing where  it  never  happened. 

This  demands  of  the  dentist  a  cool  head  and  a  steady  hand.    It  is 

321 


222  THE   PRACTICE   BUILDER 

necessary  for  him  to  know  his  subject  from  the  word  go.  Tlie  position 
is  a  most  trying  one,  especially  to  a  young  man,  for  the  reason  that  the 
patient  is  likely  to  consider  it  the  fault  of  the  operator,  due  to  a  lack  of 
ability.  Promptness  and  accurate  knowledge  is  demanded  in  these 
cases,  and  it  is  necessary  to  make  and  insert  the  splint  as  soon  as  pos- 
sible, and  to  assure  the  patient  that  it  was  no  fault  of  the  dentist;  and  in 
this  connection  we  wish  to  state  that  we  know  of  no  instance  of  this  kind 
where  the  fault  was  the  dentist's.  The  confidence  of  the  patient  should 
be  gained,  and  assurance  of  his  good  will  and  reliance.  In  some  in- 
stances, when  this  unfortunate  accident  occurs,  the  patient  threat- 
ens to  bring  suit  for  damage.  To  such  threats  the  dentist  must  listen 
courteously,  and  never  for  an  instant  become  excited  or  lose  his  temper. 
He  must  tell  the  patient  that  the  matter  was  wholly  accidental,  and 
would  have  occurred,  to  the  most  skilful  dentist  in  the  world;  but  that 
under  no  circumstances  would  a  suit  for  damage  hold  good,  and  that 
the  legal  authorities  have  decided  that  a  dentist  is  not  liable  for  damage 
in  cases  of  accidents,  because  accidents  are  beyond  their  power  to 
prevent. 

It  is  necessary  for  the  plaintiff  in  these  cases  to  show  that  the  injury 
was  due  to  malpractice,  and  to  show  the  nature  thereof;  whether  from 
ignorance,  due  to  want  of  skill,  or  wilful  or  negligent  malpractice  from 
carelessness  in  performing  the  operation. 

In  many  instances  small  portions  of  the  alveolar  process  are  removed 
when  a  tooth  is  extracted,  and  the  patient,  seeing  these  pieces,  thinks 
the  jaw  has  been  fractured,  and  proceeds  to  institute  legal  action  against 
the  dentist.  The  patient  can  usually  be  made  to  understand  the  foolish- 
ness of  proceeding  in  this  manner  when  he  is  shown  the  dentist's  legal 
position. 

To  break  ofT  a  tooth  while  attempting  to  extract  it,  is  an  accident 
which  makes  the  work  of  extracting  much  more  difficult  and  painful, 
and  casts  discredit  on  the  dentist.  Too  much  care  cannot  be  bestowed 
on  this  simple  operation  of  extraction.  It  is  looked  upon  by  the  patient 
as  the  simplest  operation  which  the  dentist  is  called  upon  to  perform, 
and  he  does  not  realize  that  the  condition  under  which  the  work  is  done, 
and  the  state  of  decay  in  which  the  tooth  is  found,  may  add  considerably 
to  the  difficulty  of  the  undertaking;   he  is  greatly  disappointed  if  the 


THE   PRACTICE   BUILDER 


323 


tooth  breaks,  and  sometimes  expresses  himself  quite  forcibly  to  that 
effect. 

If  the  tooth  is  broken  in  such  a  manner  as  to  make  its  removal  dif- 
ficult or  inadvisable,  and  great  pain  is  experienced  by  the  patient,  he 
should  be  kept  in  the  ofBce  until  the  pain  has  subsided  and  some  ar- 
rangement made  with  him  whereby  the  tooth  is  to  be  removed  at  some 
future  time.  People  never  forget  nor  forgive  a  dentist  for  breaking  off 
a  tooth,  and  they  do  not  hesitate  to  say  uncomplimentary  things  about 
him  to  their  friends.  In  view  of  these  facts  it  behooves  a  dentist  to  ex- 
amine a  tooth  very  carefully  before  extracting  it,  and  if  it  is  very  badly 
broken  down,  as  for  instance  the  lower  third  molar,  especially  when  the 
buccal  surface  is  nearly  all  broken  down  and  decayed  below  the  gum 
margin,  he  is  justified  in  telling  the  person  that  he  prefers  not  to  attempt 
to  remove  the  tooth.  When  the  patient  is  a  stranger,  and  there  is  only 
one  tooth  to  take  out,  this  is  the  proper  thing  to  do.  If  the  dentist  at- 
tempted to  remove  the  tooth  and  broke  it  he  would  not  be  paid  for  his 
trouble,  and  would  at  the  same  time  be  severely  censured,  and  the  person 
would  report  him  to  his  friends  as  a  man  of  poor  ability. 

Removing  two  teeth  at  one  extraction,  when  it  was  the  intention  to 
have  but  one  tooth  removed,  is  another  accident  decidedly  aggravating 
to  the  patient  and  extremely  embarrassing  to  the  operator.  It  fre- 
quently happens  that  two  teeth  may  be  attached  to  one  another  by 
means  of  the  alveolar  plates  and  septum.  In  attempting  to  extract  one, 
the  other  tooth,  or  perhaps  two  teeth  may  also  come  out,  and  with 
a  considerable  portion  of  the  alveolus  attached.  Again,  one  tooth 
may  be  so  crowded  between  its  neighbors  as  to  make  its  removal  very 
difficult,  or  wholly  impossible.  These  circumstances  should  be  fully 
explained  to  the  patient  before  attempting  extraction,  and  if  the  diffi- 
culties in  the  way  are  such  as  to  make  the  operation  a  hazardous  one, 
the  dentist  loses  nothing  by  refusing  to  do  the  work,  which  he  has  a 
perfect  right  to  do,  whereas  if  he  does  take  the  tooth  out,  with  little 
trouble  or  much,  he  gains  nothing  but  a  small  fee. 

When  the  wrong  tooth  is  removed  there  is  little  or  no  excuse  for 
the  dentist,  and  when  the  patient  is  suilEiciently  aggravated  thereat  to 
bring  suit  it  will  be  found  to  be  policy  to  adjust  the  matter  without  allow- 
ing it  to  get  into  court. 


^24  THE    TRACTICE    BUILDER 

There  seems  to  be  no  valid  reason  wliy  the  operator  cannot  get  the 
right  tooth,  and  any  operator  who  is  at  all  careful  will  examine  the  par- 
ticular tooth  and  those  adjacent  before  making  any  attempt  to  remove  it. 

Other  accidents  relate  to  the  administration  of  anaesthetics,  par- 
ticularly to  those  that  happen  when  gas  is  used;  as,  for  instance,  a  tooth 
slipping  from  the  forceps  and  falling  into  the  trachea  or  aesophagus. 
Prompt  action  is  necessary  here  to  prevent  distressing  results. 

Slipping  of  the  forceps,  and  laceration  of  the  tongue  or  cheeks  while 
under  the  influence  of  Nitrous  Oxide,  is  something  which  must  be 
guarded  against. 

In  the  use  of  local  anaesthetics  accidental  injection  of  parts  which 
arc  not  essential  to  the  production  of  insensibility  sometimes  results  un- 
favorably. The  action  of  all  local  anaesthetics  must  be  carefully 
watched,  as  their  employment  is  frequently  attended  with  manifesta- 
tions which  it  is  very  difficult  to  aid  by  restoratives. 

Slips  in  the  use  of  operating  instruments  other  than  forceps,  as  for 
instance  engine  burs,  excavators,  etc.,  have  been  known  to  cause  serious 
trouble  and  grave  results  have  followed.  Accidents  happening  fre- 
quently in  a  dentist's  office  damage  his  practice,  just  as  a  large  number 
of  deaths  prove  hurtful  to  the  practice  of  a  physician. 


Recreation 


'''Recreation  invigorates  the  body  and  refreshes  the  mind  " 

Men  who  have  no  recreation,  stagnate.  Stagnation  is  death  to 
professional  advancement.  It  can  be  no  gratification  to  a  man  to 
achieve  success  in  his  profession,  if  in  doing  so  he  loses  his  health. 

We  see  about  us  men  who  have  made  wrecks  of  themselves  by  their 
continuous  employment  without  recreation.  Men  who  have  not  attained 
their  fortieth  year  are  observed  to  be  crabbed  and  nervous.  Working 
day  in  and  day  out  in  the  performance  of  duties  that  wear  on  the  nerves 
and  make  young  men  old,  with  no  relaxation  save  sleep,  cannot  but 
result  in  damage  both  physically  and  mentally. 

He  is  a  wise  man  who  sets  aside  two  or  three  weeks  each  year  to  in- 
dulge in  his  favorite  pastime — fishing,  hunting,  or  whatever  it  may  liap- 
pen  to  be.  He  returns  to  his  practice  with  bounding  spirits  and  elastic 
step,  and  an  appetite  that  would  make  a  farm  hand  turn  green  with  envy. 

If  in  search  of  recreation,  you  decide  to  visit  some  resort,  seek  the 
place  best  adapted  to  your  condition.  The  sea-shore  is  not  necessarily 
the  best  place  of  resort.  For  some,  the  refreshing  salt  air  and  frequent 
bathing  and  absence  of  excitement  is  just  what  is  wanted;  for  others  the 
clear,  dry,  bracing  air  of  the  mountain  is  best. 

Recreation  does  not  mean  dissipation.  The  very  appetite  begotten 
of  an  outing  may  bring  an  undefinable  longing  which  we  may  seek  to 
dissipate  by  stimulants  and  excesses  which  may  satisfy  for  the  moment, 
but  which  thwart  nature.  A  normal  appetite  must  be  satisfied  with 
normal  food,  and  the  call  for  excitement  must  be  gratified  with  normal 
activity,  or  the  recreation  will  bring  weakness  and  languor,  instead  of 
rest  and  recuperation. 

Sleep  all  you  can;  rest  thoroughly,  and  be  a  child.    To  those  who 

325 


^26  THE    PRACTICE    BUILDER 

can  afford  it,  horseback  riding  is  the  best.  ]\lany  dentists  are  in  the  habit 
of  riding  every  morning  for  an  hour,  or  an  hour  and  a  half,  before  taking 
up  the  work  of  the  day.  Nothing  can  be  more  exhilarating,  when  one 
is  properly  situated  for  it.  The  large  cities,  especially  where  one  resides 
near  the  business  portion,  deprive  horseback  riding  of  nuich  of  its  en- 
chantment. Those  who  live  in  the  smaller  towns  and  cities  enjoy  't 
more.  An  hour  and  a  half  in  the  morning  and  a  half  hour  before  supper 
is  about  the  proper  amount  of  time  to  devote  to  this  form  of  recreation. 

The  bicycle  has  supplanted  many  of  the  former  out-door  forms  of 
exercise,  and  it  has  met  with  a  very  cordial  reception  by  thousands  of 
members  of  the  dental  profession.  A  spin  in  the  cool  bracing  air  of  the 
early  morning  is  most  enjoyable,  and  when  not  overdone  makes  one  feel 
ready  for  the  most  wearing  work  that  he  is  called  upon  to  do.  A  spin  to 
a  near-by  village  or  town  for  an  early  morning  breakfast  is  just  the 
thing  to  raise  the  spirits.  Many  are  so  enthusiastic  as  to  assert  that  it  is 
the  very  best  form  of  out-door  exercise  for  dentists.  It  is  one  of  the  best 
means  for  diverting  the  attention  from  the  active  duties  of  a  busy 
practice. 

Of  indoor  exercises,  w^e  believe  the  use  of  dumb-bells  and  Indian 
clubs  will  be  found  especially  beneficial.  A  few  minutes  at  this  just  be- 
fore going  to  bed  will  insure  a  sound  and  refreshing  sleep. 

The  Whitely  Exerciser  is  a  recently  introduced  apparatus  for  phys- 
ical culture.  It  is  a  very  cheap  and  exceedingly  effective  appliance  for 
the  purpose.  It  takes  up  no  room,  and  by  its  use  every  form  of  physical 
exercise  may  be  indulged  in  without  leaving  the  ofifice. 

Deep  inspirations  of  cool  air  are  especially  beneficial  to  those  con- 
fined indoors,  and  particularly  to  such  as  are  compelled  to  stoop  in  the 
performance  of  their  work. 

Take  recreation,  and  take  it  often. 


Making  Money   Outside   of   Dentistry 

"  He  who  waits  ujitil  circumstattces  completely  favor  his  tinder  takitig  will 
never  accomplish  atiy thing" 

Not  long  since  the  statement  was  made  in  one  of  the  dental  journals, 
that  a  man  bright  enough  to  make  a  good  dentist  could  accomplish  more 
in  some  other  pursuit.  This  would  depend  on  whether  he  pursued  any 
other  vocation  in  the  same  manner  that  he  would  dentistry,  so  far  as  the 
financial  side  of  the  question  would  be  concerned. 

"  Those  who  look  upon  the  financial  aspect  of  dentistry  as  unworthy 
the  attention  of  those  whose  highest  aim  is  the  advancement  of  the  pro- 
fession, and  who  regard  close  attention  to  the  dollar  side  of  professional 
work  as  not  in  accord  with  ethical  dentistry,  are  one-sided  in  their  logic. 
It  is  not  a  sin  to  desire  wealth.  It  is  the  impecunious  and  lazy,  the  shift- 
less and  the  thoughtless,  who  denounce  the  successful  man  and  the 
acquisition  of  wealth.  It  is  the  sentiment  of  the  anarchist.  A  high 
order  of  intellectual  attainment,  in  any  field  of  human  endeavor,  is  en- 
titled to  its  reward. 

"  It  is  estimated  that  about  thirty-five  million  dollars  are  annually 
paid  in  the  United  States  for  dental  services,  and  only  about  one-fourth 
of  the  people  patronize  dentists.  It  is  true  that  honesty  and  faithfulness 
in  the  discharge  of  professional  obligations  enforce  close  attention  to 
the  details  of  all  the  departments  of  practice.  It  is  not  possible  for  any 
man  to  be  universally  apt  in  every  department  of  life ;  but  with  so  much 
dependent  upon  business  success,  it  is  next  to  criminal  negligence  to 
give  it  no  thought.  To  accumulate  property  is  the  proper  safeguard 
against  poverty.  The  impulse  is  healthful.  Healthful  progress  lies  in 
stimulation  of  this  impulse  up  to  a  certain  point.  A  general  distribution 
of  wealth  gives  a  high  average  quality  of  citizenship  and  self-depend- 

327 


328  THE  PRACTICE   BUILDER 

dice.  A  profit-making  business  is  a  great  fascination,  and  no  dentist 
ever  yet,  in  private  conversation,  has  left  the  impression  that  he  was 
ambitionless  in  this  respect. 

"  The  nature  of  the  dentist's  calhng,  unfortunately,  makes  accumula- 
tion of  large  sums  for  investment  exceptional.  Investments  that  elimi- 
nate, as  far  as  possible,  the  necessity  for  close  attention  or  risk  of  rein- 
vestment will  prove  the  most  favorable  for  dentists,  because  they  need 
to  be  as  free  as  possible  from  distracting  thoughts.  So,  long-time  loans 
on  real  estate  mortgages,  while  they  are  made  at  lower  rates,  will  be 
found  more  satisfactory  than  short-time  loans  on  promissory  notes  or 
chattel  mortgage  collateral.  So,  investments  made  in  real  estate,  re- 
quiring little  attention,  give  less  trouble  than  investments  made  in  com- 
mercial concerns,  in  which,  to  be  safe,  attention  to  details  cannot  be 
ignored.  Any  one  who  has  observed  the  rapid  growth  of  our  cities 
should  appreciate  the  fact  that  values  are  almost  sure  to  increase.  Real 
estate  in  city,  timber  districts,  or  mining  regions  has  always  been  the 
most  steady  and  certain  investment  to  be  had.  To  be  able  to  buy  and  to 
know  where  and  how  to  buy.  is  worth  some  study.  The  advice  given 
Benjamin  Butler  at  the  beginning  of  his  career  will  apply  as  well  to-day: 
'  Buy  land:  if  you  arc  doubtful  of  your  judgment,  buy  at  auction,  be- 
cause in  this  way  you  cannot  lose  much,  for  you  will  have  to  pay  but  a 
trifle  more  than  some  one  else  is  willing  to  pay.' 

"  A  good  and  safe  place  to  invest  small  sums  may  be  found  in  our 
building  and  loan  associations,  especially  to  those  who  would  enjoy  the 
most  hopeful  of  hopes,  the  hope  of  a  home,  but  whose  accumulations 
forbid  the  immediate  realization  of  it.  The  monthly  deposits  become 
immediately  productive,  which  is  always  encouraging  in  any  venture, 
and  fair  returns  may  be  expected.  It  is  safe  to  predict  that  not  a  dentist 
in  the  land  need  be  homeless  if  he  will  follow  so  sure  a  road  to  so  good 
an  end.  As  a  class  we  are  among  the  least  able  to  pay  rent,  and  it  is  a 
reflection  on  our  financial  acumen  that  the  necessity  is  so  universal. 
There  is  no  tax  more  onerous  upon  us  than  this  monthlv  exaction  for 
the  privilege  of  shelter;  nothing  more  destructive  of  thrift  than  the  un- 
ceasing demand  for  tribute  for  a  place  in  which  to  eat  and  sleep.  Nine- 
tenths  of  the  dentists  are  on  a  level  with  the  wage  earners,  a  semi-genteel 
proletariat,  as  it  were.    Our  income  is  entirely  dependent  upon  steady 


THE  PRACTICE   BUILDER  329 

employment  and  good  health.  It  ceases  at  death.  The  family  must  do 
without  it.  Doing  without  it,  represents  the  loss  of  their  entire  capital. 
In  many  cases  it  means  misery. 

"  In  the  confidence  of  young  manhood  and  sturdy  health  we  may 
court  the  sternest  activities  and  rejoice  in  constant  operating,  but  there 
surely  comes  a  time  when  the  eye  dims  with  advancing  years,  when 
ambition  flags. 

"  The  road  to  success  is  narrow  and  somewhat  difficult,  but  it  is  open 
to  all  who  love  the  prospect  and  are  willing  to  comply  with  the  require- 
ments. The  degree  of  ability,  industry,  integrity,  and  management 
which  characterizes  our  conduct  indicates  the  degree  of  success  we  may 
expect  to  realize. 

"  A  brilliant  dash  and  display  does  not  promise  wonderful  results  to 
the  experienced.  Be  content  to  creep  before  you  walk;  strive  to  know 
how,  and  trust  to  established  rules  and  persistent  effort.  If  mistakes 
occur,  profit  by  them;  this  is  the  law  of  progress.  Great  achievement 
in  any  realm  is  the  consummate  result  of  years  of  struggle." 

Ambition,  persistence,  self-reliance,  and  know  how,  are  the  founda- 
tions of  permanent  success.  Because  the  dentist  daily  performs  the 
required  duties  of  the  dental  practitioner  is  no  reason  why  he  should  not 
exercise  his  mental  faculties  in  any  other  direction,  with  a  view  to  adding 
to  his  worldly  possessions.  In  his  duties  he  is  brought  into  contact  with 
every  variety  of  temperament  and  every  variet}^  of  condition  in  life.  He 
is  brought  into  almost  daily  contact  with  some  of  the  wealthiest  in  the 
land,  and  to  thus  rub  up  against  successful  men  is  a  stimulus  to  ambi- 
tion. All  the  avenues  to  wealth,  where  wealth  is  to  be  attained  by  use  of 
superior  mental  attainment,  are  open  to  the  dentist.  He  lives  in  a  coun- 
try where  all  men  are  equal,  and  where  he  can,  if  he  has  the  brains,  attain 
to  a  high  position.  Unfortunately  for  the  average  dentist,  he  does  not 
possess  the  capital  necessary  to  put  his  plans  into  operation.  This  need 
not  prevent  him  from  having  plans,  however.  A  few  dentists  are  in 
receipt  of  comfortable  incomes  from  patents.  There  is  abundant  room 
for  the  display  of  inventive  talent,  in  the  devising  of  efifective  means  for 
performing  work  more  expeditiously  or  more  thoroughly. 

Confucius  said,  "  He  who  waits  until  circumstances  completely  favor 
his  undertaking  will  never  accomplish  anything."     There  are  several 


-20  THE   PRACTICE   BUILDER 

dentists  who  are  making  money  through  their  hterary  quahty.  This  is 
somewhat  uncertain.  It  is  no  easy  matter  to  gauge  the  pulse  of  the 
great  mass  of  the  people,  and  write  something  that  may  at  once  become 
popular. 

Authors  are  divided  into  three  classes*:  The  first  class  make  fame ; 
the  second  class  make  books;  and  the  third  class  make  money.  We 
know  of  several  dentists  who  are  talented  enough  to  have  their  articles 
accepted  by  periodicals. 

Dramatic  writing  is  a  field  that  pays  well  for  good  ability.  Good 
ability  is  very  rare,  however,  but  the  opportunity  for  its  display  is  ever 
present;  literature  offers  to  the  dentist  an  opportunity  for  the  exercise 
of  his  brain,  without  leaving  his  daily  vocation.  The  one  can  be  de- 
veloped without  harm  to  the  other. 

To  the  man  who  intends  to  succeed,  means  are  always  available. 
One  of  the  surest  ways  to  success  is  by  sighting  a  popular  or  profes- 
sional want  and  proceeding  to  supply  it.  To  sight  such  a  want  demands 
eternal  vigilance;  the  mind  must  be  ever  active,  ever  on  the  alert;  and 
when  an  idea  is  once  born  it  must  be  nourished  and  developed  until  it 
blossoms  and  expands,  until  it  becomes  a  grand  life-supporting  fruit. 
Men  give  too  much  time  to  pleasure,  and  too  little  time  to  consecutive 
thought.  Consecutive  thought  on  one  subject  cannot  but  bring  some 
thoughts  that  are  valuable,  some  thoughts  that  are  worth  studying, 
worth  keeping  close  to,  in  the  hope  of  expanding  them. 


Conservatism 

"  Reliable  men  are  conservative  meti " 

That  there  is  need  for  the  exercise  of  conservatism,  to  a  greater  ex- 
tent than  it  has  been  shown  in  the  past,  no  one  can  deny.  There  is 
greater  need  for  moderation  and  for  judgment  in  the  use  of  that  knowl- 
edge which  is  already  ours,  than  there  is  for  a  more  extended  knowledge 
of  dentistry. 

"  Moderation  in  all  things  "  is  an  old  adage.  It  is  good  for  all 
people.  Moderation  in  practice,  and  moderation  in  statement,  is  good 
for  a  dentist. 

Moderation  in  practice  would  mean  the  use  of  such  means  for  the 
performance  of  work,  in  individual  instances,  as  would  be  approved 
by  judgment  refined  by  observation  and  experience;  it  would  mean  the 
use  of  gold  where  gold  was  indicated;  the  use  of  amalgam  where 
amalgam  was  indicated;  the  use  of  cements  where  cements  were  indi- 
cated; and  it  would  mean  using  these  materials  for  the  patient's  best 
good,  irrespective  of  his  wishes  in  the  matter;  it  would  mean  their  use 
in  their  indicated  places,  and  nowhere  else. 

The  opposite  of  this  proposition  is  the  practice  of  many  men,  who 
use  one  material  almost  to  the  exclusion  of  others.  Thus  we  observe 
that  some  are  enthusiastic  in  the  use  of  cement,  both  as  a  filling  material 
by  itself  and  as  a  support  for  other  fillings,  both  amalgam  and  gold. 
Others  employ  amalgam  in  every  possible  place;  while  others  still,  use 
gold  w^here  any  excuse  for  its  use  may  be  made. 

Again,  we  find  that  in  bridge  work  many  practitioners  are  emphatic 
as  to  the  propriety  of  its  use  in  nearly  all  cases  where  there  is  a  space 
caused  by  the  removal  of  natural  teeth.  The  most  conservative  prac- 
titioner would  in  these  cases  advise  the  use  of  a  partial  gold  plate  where 

331 


232  THE  PRACTICE   BUILDER 

any  question  would  arise,  through  the  condition  of  the  teeth  or  gums, 
as  to  the  permanency  of  the  bridge  piece. 

Many  beheve  tliat  exposed  pulps  can  be  permanently  capped  with 
success  in  all  cases  that  present.  Other  operators  of  equal  skill,  and 
capable  of  exercising  the  same  technique  in  the  performance  of  the 
operation,  are  equally  positive  that  the  pulp  should  be  devitalized  when- 
ever there  is  any  exposure,  no  matter  how  minute  it  may  be.  There  may 
be  no  trouble  with  capped  pulps  for  a  year  or  two  years,  or  more,  but  it 
is  likely  to  come,  and  when  it  does — look  out  for  squalls. 

As  great  a  variety  of  opinion  exists  as  to  the  mode  of  precedurc  in 
the  treatment  of  pulpless  teeth  as  in  any  other  performance  in  operative 
dentistry.  A  series  of  articles  written  in  the  journals  in  one  year  will 
show  that  the  greater  proportion  of  them  relate  to  treatment,  and  the 
variety  of  opinions  offered  is  somewhat  surprising,  because  all  cannot  be 
wholly  correct. 

The  whole  profession  was  thrown  into  a  furore  a  few  years  since  by 
the  wholesale  endorsement  of  copper  amalgam ;  but  this  was  followed 
by  such  condemnation,  that  to  mention  it  in  the  presence  of  those  once 
most  enthusiastic  in  its  endorsement  provokes  the  most  emphatic  de- 
nunciation of  its  use.    Copper  amalgam  wrecked  many  practices. 

Some  years  back,  men  of  supposedly  sound  judgment  advocated 
filing  the  approximating  surfaces  of  the  teeth  as  a  preventative  of  de- 
cay. A  war  of  words  was  waged  between  those  who  advocated  this 
practice  and  those  who  believed  in  the  teeth  "  knuckling  "  against  each 
other  at  the  point  of  contact,  either  naturally  or  by  the  fillings  being 
inserted  when  necessary  so  as  to  touch  the  adjoining  tooth.  Those  who 
were  most  emphatic  in  their  endorsement  of  the  filing  lost  patronage 
rapidly,  and  many  of  those  who  were  prominent  practitioners  were  soon 
compelled  to  go  to  the  back  streets. 

These  are  only  a  few  of  the  instances  where  a  lack  of  conservatism 
has  wrought  damage.  More  might  be  enumerated.  What  we  have 
said,  however,  serves  to  show  what  enthusiasm  will  do  when  it  is  not 
backed  by  the  soundest  judgment.  There  is  need  for  more  conservative 
statement  from  the  dentist  to  his  patient.  Many  times  practitioners 
make  statements  with  reference  to  the  performance  of  work,  which 
cannot  always  be  sustained  by  the  history  of  such  cases.    Care  should 


THE  PRACTICE  BUILDER 


333 


he  taken  not  to  arouse  false  hopes  as  to  the  ease  with  which  certain 
work  may  be  done,  nor  its  permanency. 

Moderation  in  statement  is  necessary  in  our  societies.  In  the  strict 
sense  of  the  term,  dentists  are  not  very  exact  in  practice,  nor  in  the 
tabulation  and  report  of  their  experience.  This  is  shown  by  the  fact 
that  in  society  discussions,  when  a  statement  is  made  that  a  certain  line 
of  practice  is  the  best  known,  it  is  often  met  at  once  by  another  statement 
that  the  opposite  is  true. 

As  both  cannot  be  true,  the  natural  conclusion  is  that  the  real  truth 
is  somewhere  between  the  two  extremes,  but  we  cannot  tell  just  where; 
and  in  trying  to  adjust  the  sliding  scale  we  finally  comprehend  the  fact 
that  we  are  not  dealing  with  the  exact  truth  itself  at  all,  but  with  indi- 
vidual opinions  of  it,  even  our  own  opinion. 

Facts,  carefully  observed  and  clearly  and  tersely  stated,  have  great 
value  to  earnest  seekers  after  truth  in  a  field  where  there  must  always 
exist,  to  some  extent,  conjecture  and  uncertainty. 

Opinions  of  those  who  have  had  long  experience  also  have  great 
value,  but  a  man's  opinions  must  not  be  confounded  with  his  facts.  To- 
day, in  the  dental  societies,  the  articles  presented  are  often  filled  with 
wild  ideas  and  hysterical  statements.  Reflect  for  an  instant  on  the  mis- 
representation relative  to  the  treatment  of  pulpless  teeth,  the  highly 
colored  reports  of  some  of  the  individuals  who  report  a  list  of  837  cases 
of  immediate  root  filling  without  the  slightest  unpleasant  manifesta- 
tions; these  are  enough  to  make  the  white-haired  men,  who  have  lived 
through  fifty  years  of  dentistry,  blush  for  shame.  These  statements  are 
misleading,  and  cannot  but  result  in  damage  to  those  members  of  the 
profession  who  take  what  is  said  in  the  journals  to  be  gospel  truth,  little 
knowing  that  many  of  these  articles  are  prepared  for  the  sole  purpose  of 
enabling  the  author  to  see  his  name  in  print. 


Impractical  Ideas 

"Men  ought  not  to  investigate  things  from  words,  but  words  frotn  things  !  " 

Lack  of  experience  leads  men  into  attempting  things  which  later 
thought  demonstrates  to  have  been  impractical.  Putting  impractical 
ideas  into  execution  cannot  but  result  in  damage  to  a  practice.  It  is  not 
always  easy  to  know  that  an  idea  is  impractical  until  the  fact  is  estab- 
lished by  experience. 

During  the  course  of  a  year  a  great  many  impractical  ideas  find  their 
way  into  the  dental  journals.  More  impractical  ideas  are  disseminated 
through  these  mediums  than  in  any  other  way;  thus  many  members 
of  the  profession,  and  more  especially  the  younger  members,  are  de- 
ceived as  to  their  worth. 

Articles  in  the  dental  journals  are  given  too  much  credence;  there 
is  no  valid  reason  why  these  journal  articles  should  be  considered  au- 
thoritative. The  publishers  particularly  specify  that  "  The  editors  and 
publishers  are  not  responsible  for  the  views  of  authors  of  papers  pub- 
lished, nor  for  any  claims  that  may  be  made  for  them."  As  a  matter  of 
fact,  the  great  mass  of  articles  published  are  mere  individual  opinions, 
which  are  just  as  fallible  as  personal  opinions  expressed  in  any  other 
manner.  Many  of  the  articles  are  backed  by  no  other  reason  for  their 
appearance  than  the  desire  of  the  author  to  see  his  name  in  print. 

The  impractical  ideas  are  not  confined  to  any  one  branch  of  work. 
Nothing  in  dentistry  is  free  from  them,  but  they  may  be  more  numerous 
in  one  class  of  work  than  another.  Bridge  work  has  been  abused  in  this 
direction,  possibly  with  greater  frequency  than  any  other  branch  of 
dental  work.  The  wonderful  variety  of  cases  which  present,  and  the 
opportunity  afforded  for  the  employment  of  individual  methods,  very 
naturally  resulted  in  the  evolution  of  more  or  less  original  ideas  which 

334 


THE  PRACTICE   BUILDER  335 

their  originators  considered  worthy  of  the  attention  of  their  professional 
brethren. 

Among  the  more  prominent  of  the  impractical  ideas  which  have  been 
advanced  from  time  to  time,  may  be  mentioned  the  detachable  bridge 
dentures  for  use  in  the  superior  arch.  Upon  first  thought,  the  use  of 
this  form  of  bridge  work  would  appear  advisable.  The  usual  form  in 
which  this  variety  of  bridge  work  is  employed  relates  to  the  attachment 
to  the  abutment  teeth  of  sockets,  and  to  the  bridge  piece  bars  which  fit 
the  sockets.  The  construction  of  this  calls  for  the  greatest  manipulative 
ability.  When  inserted,  the  work  appears  to  be  perfect  in  appearance 
and  utility,  but  with  use  it  is  soon  observed  that  the  rigidity  of  the  piece 
is  not  what  it  should  be.  Continuous  use  seems  to  affect  the  abutment 
teeth,  and  the  bridge  piece  becomes  loose  and  often  falls  into  the  mouth, 
the  mere  weight  of  the  work  being  sufificient  to  displace  it.  When  used 
in  the  lower  arch  this  form  of  construction  is  much  more  successful,  be- 
cause the  tendency  is  to  cause  the  work  to  be  more  firmly  attached  by 
use.  The  weight  of  the  piece  and  the  lower  arch  are  favorable  to  this 
variety. 

In  regulating,  impractical  ideas  often  play  sad  havoc.  It  is  well  for 
the  practitioner  to  employ  only  such  methods  as  have  been  sanctioned 
by  the  most  eminent  authorities. 

One  of  the  ideas  which  has  seemed  to  us  to  be  impractical,  is  that 
which  relates  to  the  use  of  cement  under  gold;  especially  in  those  cases 
which  require  the  insertion  of  contour  gold  fillings.  Take,  for  in- 
stance, a  large  cavity  in  a  cuspid  tooth.  It  may  not  be  considered  ad- 
visable to  use  gold  all  the  way  through.  Cement  into  which  gold  may 
be  embedded,  or  cement  allowed  to  harden  and  then  prepared  for  the 
insertion  of  gold  is  employed.  The  plan  is  a  questionable  one.  Gold 
is  best  when  inserted  on  a  foundation  of  gold.  Combination  fillings 
other  than  contour,  are  in  many  cases  of  great  benefit  to  teeth.  Our 
remarks  concern  the  contour  filling  only. 

An  idea  in  filling,  which  was  endorsed  some  time  ago  by  an  eminent 
operator,  related  to  the  use  of  reheated  amalgam  to  be  added  to  the 
portion  of  amalgam  already  in  place,  insuring  a  hard  filling.  After  the 
filling  is  completely  inserted  and  still  kept  dry,  a  portion  of  an  amalgam 
mix  several  hours  old  is  held  in  the  flame  of  the  alcohol  lamp  and  added 


33^ 


THE  PRACTICE  BUILDER 


to  the  filling  already  in  place.  We  have  never  been  able  to  successfully 
use  this  idea. 

Impractical  ideas  in  plate  work  are  quite  numerous.  Among  the 
most  prominent  may  be  mentioned  the  various  clasp  devices  which, 
while  aiding  slightly  in  the  retention  of  the  plate,  are  questionable  ex- 
pedients. 

The  same  is  to  be  said  of  those  combinations  of  plate  work  and 
bridge  work  which  depend  on  clasps,  and  obviate  the  use  of  plates  which 
cover  the  palate. 

Springs,  and  other  like  ideas,  are  not  looked  upon  with  favor  by  the 
more  experienced. 

Impractical  ideas  have  been  numerous  in  dental  medicine.  These 
relate  to  every  variety  of  dental  disturbance  which  allows  of  medication. 
Many  of  them  may  not  be  so  impractical  as  they  are  lacking  in  notice- 
ably successful  results.  Of  all  the  forms  of  disturbance  of  the  dental 
tissues,  more  has  probably  been  written  concerning  Pyorrhoea  Alveo- 
laris  than  any  other  ailment.  The  literature  of  this  disease  has  been  most 
voluminous  in  the  past  two  or  three  years.  Scarcely  a  month  has 
passed  but  that  some  individual  has  come  forward  with  a  "  new  "  treat- 
ment which  has  consisted  largely  in  what  every  body  else  has  been 
doing  for  years,  with  the  addition  of  a  drop  of  some  other  kind  of  med- 
icine which  will  admit  of  changing  the  name  of  the  mixture. 

Root  filling  has  received  its  share  of  impractical  ideas,  and  these  are 
multiplying  from  day  to  day  and  from  month  to  month. 

The  education  received  by  most  practitioners  while  at  college  should 
place  a  guard  against  the  majority  of  these  ideas,  which  are  not  l)acked 
by  broad  experience,  close  observation,  or  the  test  which  time  gives  to 
all  work. 

Time  is  a  prover  or  disprover  of  all  theories.  It  establishes  them 
as  worthy,  or  it  relegates  them  to  the  past  if  unworthy.  Do  not  experi- 
ment ;  use  only  such  methods  as  by  experience  you  know  to  be  worthy. 


Patience 

"  He  that  can  have  patience  can  have  what  he  will" 

If  a  dentist  does  not  have  patience  he  won't  have  patients.  This  is 
not  a  joke.  It  is  a  fact.  Without  this  one  attribute  a  large  practice  can- 
not be  built;  and  if  one  has  the  latter,  and  loses  his  equanimity  and 
becomes  habitually  impatient  he  will  lose  his  practice,  no  matter  what 
his  skill  may  be.  Dentists  have  had  new  patients  in  many  instances 
refer  to  the  impatient  and  even  irritable  temperament  of  those  who  had 
previously  treated  them.  There  may  be  many  reasons  for  a  lack  of 
patience,  but  none  of  them  are  beyond  remedy. 

In  many  instances  this  irritability  can  be  traced  to  the  ph3^sical  con- 
dition. A  long  list  of  appointments,  chiefly  for  gold  work,  and  a  large 
part  of  this  for  nervous  women,  cannot  but  affect  the  operator.  Many 
are  of  the  opinion  that  a  really  trying  patient  draws  on  the  vitality  of  the 
operator,  and  renders  him  less  able  to  perform  his  duties  with  equanim- 
ity. Many  times  the  temper  is  severely  tried  by  persons  of  a  complain- 
ing, whining  disposition.  Long  operations  are  naturally  trying  to  both 
patient  and  operator.  It  will  be  the  part  of  wisdom  to  change  patients 
as  often  as  possible,  working  for  two  or  three  persons  in  a  forenoon  or 
afternoon.  In  this  way  the  patient  is  less  liable  to  nervousness,  and  the 
operator  is  saved  the  worry  of  controlling  one  who  is  nervous.  Work- 
ing continuously  for  several  months,  without  a  vacation,  nearly  always 
results  in  some  disturbance  of  the  nervous  system,  which  may  result  in 
irritability,  nervousness,  insomnia,  or  troubles  of  a  like  nature. 

Perhaps  there  is  no  class  of  patients  more  trying  than  children. 
Many  dentists  never  attain  to  any  success  in  the  management  of  the 
little  ones.    Their  preconceived  ideas  of  the  treatment  accorded  them 

337 


338  THE    PRACTICE    BUILDER 

by  tlie  dentist,  are  such  that  tact  and  sense  are  necessary  to  impress  the 
fact  that  one  does  not  intend  to  hurt  them  if  it  can  be  avoided. 

Patience  can  be  cultivated;  those  who  have  it  not  can,  by  the  exer- 
cise of  a  little  forethought,  arrange  their  work  so  as  to  avoid  that  which 
is  likely  to  cause  impatience.  With  a  particularly  aggravating  patient, 
the  dentist  will  serve  his  own  and  the  patient's  best  interest  by  cour- 
teously explaining  that  he  cannot  do  his  best  for  him,  and  that  perhaps 
another  dentist  would  be  better  suited  to  the  performance  of  his  work. 


Standing  by  Work 

"  Reputatio7i  is  a  guarantee  of  quality  " 

Dentists  are  frequently  asked  by  their  patrons  if  they  warrant  their 
work.  This  question  is  rarely,  if  ever,  asked  in  high-class  city  prac- 
tices; but  in  practices  in  the  smaller  towns,  and  among  a  clientele  more 
or  less  mixed,  the  less  intelligent  patrons  are  likely  to  make  such  in- 
quiries. 

This  is  because  these  people  fail  to  recognize  the  difiference  between 
a  profession  and  a  business  or  a  trade.  They  do  not  understand  that 
physicians,  lawyers,  or  dentists  are  not  to  be  considered  as  warrantors 
of  their  work.  They  do  not  understand  that  if  services  of  either  one  of 
these  prove  unsatisfactory,  they  are  at  perfect  liberty  to  go  to  some 
one  else. 

It  is  well  to  explain  these  points  to  prospective  patrons.  Some 
people  walk  into  a  dental  ofBce  expecting  to  get  everything  in  sight. 
When  people  show  by  their  conduct  that  they  are  particularly  exacting, 
the  dentist  will  save  himself  a  great  deal  of  annoyance  if  he  will  give 
them  to  understand  that  he  does  not  care  to  accept  their  work  upon  the 
conditions  they  may  name. 

For  instance,  one  may  say  that  he  wishes  to  have  certain  work  per- 
formed; that  he  has  had  such  and  such  work  performed  by  another 
dentist,  and  that  it  proved  unsatisfactory;  also,  that  he  does  not  pro- 
pose to  pay  for  any  work  until  it  is  done  according  to  the  conditions 
which  he  has  prescribed. 

Such  people  will  prove  to  be  not  only  unreasonable,  but  grasping 
and  unfair  as  well.  Give  them  to  understand  that  when  your  work  is 
ready  their  money  must  be  ready ;  that  it  makes  no  difiference  whether 

339 


340  THE   PRACTICE   BUILDER 

all  the  work  is  done,  or  not;  that  it  is  your  practice  to  present  your  bills 
as  fast  as  any  part  of  the  work  is  finished;  thus,  if  an  upper  continuous 
gum  or  gold  plate  were  to  be  made,  and  a  lower  one  to  be  inserted,  the 
bill  for  the  upper  one  should  be  presented  before  the  lower  one  is  at- 
tempted. If  you  do  complete  the  work  for  them,  render  the  bill  the 
very  next  day;  and  if  it  is  not  paid  at  once,  deal  with  them  just  as  you 
would  with  delinquents;  use  all  the  forms  that  appropriately  apply,  as 
shown  in  the  chapters  on  "  Credit,"  and  "  Compensation,"  and  do  not 
delay.  Send  the  letters  within  a  few  days  of  each  other,  and  keep  the 
matter  in  view  until  a  settlement  is  made.  Then,  when  they  apply  again 
for  work,  politely  inform  them  that  your  time  is  all  engaged. 

The  best  plan  is  not  to  do  any  work  for  them  in  the  first  place.  It 
is  proper  to  indicate  to  these  people  that  it  is  customary  to  require  a 
deposit  when  expensive  work  is  to  be  done,  and  tell  them  that  no  excep- 
tion is  made  in  the  case  of  anyone. 

When  a  patient  applies,  making  inquiries  about  plate  work,  and  asks 
you  if  you  warrant  a  perfect  fit,  or  if  you  guarantee  that  he  can  bite 
apples  without  throwing  the  plate,  say  that  you  don't  engage  to  do  any- 
thing of  the  kind;  that  if  the  conditions  of  the  mouth  are  favorable,  this 
can  be  done,  and  if  not  favorable  it  cannot  be  done. 

If  he  states  that  he  docs  not  propose  to  pay  for  a  set  of  teeth  until 
sure  they  will  be  all  right,  simply  say  that  you  cannot  engage  to  do  the 
work  upon  any  other  than  your  usual  conditions ;  that  it  will  be  neces- 
sary for  intending  patrons  to  conform  to  the  established  rules  of  your 
practice ;  that  they  take  no  more  risk  than  the  hundreds  of  other  patrons 
whom  you  have  served  with  satisfaction. 

Never,  under  any  circumstances,  warrant  work  for  any  person,  no 
matter  how  prominent  he  may  be;  do  not  engage  to  do  work  that  shall 
be  thus  and  so,  according  to  conditions  which  may  be  imposed  by  the 
individual.  Usually  these  people  have  either  left  other  dentists,  or  have 
been  dismissed,  and  they  are  loud  in  their  claims  of  ill-treatment.  Gen- 
erally, it  will  be  found  that  they  failed  to  pay  the  last  dentist  in  full. 

Every  honorable  man  is  willing  to  do  what  is  right  with  work,  and 
to  remedy  it  when  it  gives  trouble  through  some  fault  in  the  material 
or  construction.  Fillings,  cement,  amalgam,  or  gold,  often  fail  in  a  short 
time,  even  when  the  greatest  care  has  been  taken  in  their  insertion.    This 


THE  PRACTICE  BUILDER  341 

it  is  proper  to  make  right,  with  appropriate  regrets  for  the  necessity 
for  doing  the  work  again. 

When  patients  ask  for  a  warrant,  and  the  conditions  under  which 
the  work  was  performed  were  favorable,  the  words,  "  Warranted  one 
year,"  may  be  added  to  the  receipted  bill,  but  not  on  any  other  bill. 

A  plate  should  be  warranted  as  the  best  material,  but  it  should  not  be 
warranted  against  falling  and  breaking  off  a  block,  nor  against  misuse 
of  any  kind. 

The  term  of  warrant  should  not  exceed  one  year.  It  is  not  neces- 
sary, and  it  is  not  fair  to  expect  it  of  a  dentist.  His  work  is  constantly 
exposed  to  hard  use  and  is  continually  liable  to  accident. 

Continuous  gum  should  never  be  warranted  against  breaks ;  people 
should  be  made  to  understand  its  delicate  nature,  and  to  pay  for  any 
disregard  of  its  delicacy  and  the  difficulty  of  repair. 

By  giving  attention  to  all  the  points  contained  herein  the  dentist 
will  be  saved  much  embarrassment  and  a  great  many  dollars. 

These  things  are  only  learned  by  having  been  bitten.  Those  who 
haven't  been  bitten  will  do  well  to  take  the  word  of  those  who  have  been 
there. 


Influence  and  How  to  Get  It 

"  Influence  is  power  " 

A  dentist's  financial  success  depends  largely  upon  his  friends,  and 
their  influence.  His  professional  reputation  is  largely  the  result  of  the 
opinion  of  his  professional  brethren.  A  practice  may  be  built  wholly 
upon  the  influence  of  friends,  without  the  advantage  of  a  good  reputa- 
tion for  superior  ability  among  the  members  of  the  profession.  It  may 
be  built  upon  the  reputation  of  the  practitioner  among  his  fellows,  but 
the  practice  is  of  slower  growth ;  decidedly  so,  so  decided  in  fact  that 
the  instances  are  few  in  which  it  has  been  done. 

Some  dentists  do  not  possess  the  power  or  tact  of  securing  the  in- 
fluence of  their  clients  in  their  behalf,  or  else  fail  to  realize  to  what  an 
extent  the  growth  of  a  practice  depends  on  the  influence  wielded  by 
satisfied  patrons. 

First  of  all,  let  us  speak  of  the  influence  of  woman.  A  dental  prac- 
tice is  composed  mostly  of  women.  Woman  is  the  active  partner  of  the 
home,  and  the  silent  i)artncr  of  the  office.  Every  married  man,  and 
every  brother  of  a  married  sister,  and  every  fellow  who  goes  with  some 
other  fellow's,  sister,  ought  to  know  that  a  woman  has  an  influence  over 
man  that  he  has  never  measured,  because  he  does  not  know  how  to 
measure  it,  and  because  the  woman  would  not  permit  him  to  measure 
it  if  he  did. 

Man  is  a  busy  being;  he  thinks  he  is,  whether  he  is  or  not.  He  is 
nervous,  and  doesn't  have  time  for  this  and  tliat,  doesn't  know  how  to 
keep  up  his  wardrobe  or  his  office.  His  office  is  cluttered  up.  Half  the 
time  he  doesn't  know  that  his  office  carpet  is  shabby.  The  chances  are 
that  it  will  take  his  wife,  or  a  nail,  to  tell  him  that  the  soles  on  his  boots 
are  worn  through,  or  that  the  weight  of  his  trousers  hangs  on  half  the 

342 


THE  PRACTICE  BUILDER  343 

regulation  number  of  buttons.  The  average  man  doesn't  know  about 
those  things  that  he  thinks  he  knows  about. 

Upon  the  pocketless  dress  of  woman  hang  the  keys  of  trade.  The 
influence  of  woman  can  either  build  a  dental  practice  or  wreck  it.  If 
women  like  a  man  as  a  dentist  they  are  unstinted  in  his  praise.  If  they 
dislike  him,  they  are  just  as  quick  to  say  so.  The  man  who,  early  in 
practice,  sees  the  policy  of  winning  the  favor  of  women,  is  the  man 
who  will  get  to  the  front.  The  influence  of  one  woman  is  worth  that  of 
ten  men.  It  makes  no  difference  whether  she  is  a  married  woman  or 
single.  If  she  is  married,  she  has  a  husband  over  whom  she  wields  an 
influence,  and  she  will  send  him  to  her  dentist  to  have  his  teeth  put  in 
order.  She  will  send  her  children  to  him,  and  she  will  send  her  sister 
or  her  brother.  She  will  talk  him  up  until  you  would  think  she  had  a 
special  interest  in  that  particular  dentist's  welfare.  She  will  tell  how 
careful  he  is,  what  beautiful  work  he  does,  and  if  she  compares  him  to 
other  dentists  the  comparison  is  always  favorable  to  him. 

Treat  lady  patients  with  every  consideration  which  it  is  possible  for 
a  man  to  show  a  woman.  Perhaps  you  think  you  do  this.  There  may 
be  room  for  improvement.  Never,  under  any  circumstances,  discuss 
another  patient,  nor  be  drawn  into  any  utterances  uncomplimentary  to 
other  ladies.  Be  a  good  listener,  and  a  poor  talker.  Always  be  gracious 
in  your  demeanor  toward  them.  Let  your  personal  appearance  and 
cleanliness  be  without  fault.  In  all  that  relates  to  the  instruction  of 
patients,  see  to  it  that  your  lady  patients  are  not  neglected.  Try  to  make 
a  favorite  of  every  one  of  them. 

The  influence  of  physicians  is  in  many  places  a  powerful  factor  in 
the  building  of  a  dental  practice.  A  good  word  spoken  by  a  physician 
in  behalf  of  a  dentist  is  always  helpful.  Friendly  relations  should  at  all 
times  exist  between  the  members  of  the  medical  and  dental,  professions. 
To  secure  the  influence  of  physicians,  mail  them  the  printed  matter  such 
as  is  used  for  the  patrons  of  your  ofifice,  and  also  such  articles  or  re- 
prints of  articles  as  may  have  appeared  under  your  name  in  any  of  the 
journals  of  your  profession.  This  serves  to  them  as  evidence  of  your 
qualifications  for  practice.  Many  little  professional  favors  can  be  shown 
to  physicians  or  to  the  members  of  their  immediate  family.  For  in- 
stance, when  the  wife  or  children  of  a  physician  apply  for  dental  service, 


244  THE    PRACTICE    BUILDER 

the  work  should  be  clone  promptly  and  in  the  best  manner;  and  when 
the  bill  is  sent  in,  it  should  be  made  as  low  as  possible.  When  the  work 
does  not  demand  the  use  of  the  precious  metals,  it  is  proper  not  to  send 
in  a  bill  at  all.  A  most  important  point  is  to  see  that  the  physician  re- 
ceives all  of  the  published  articles  of  the  dentist  which  show  him  to  be 
a  superior  dentist. 

Druggists,  especially  in  the  smaller  towns  and  cities,  are  exceedingly 
helpful.  During  the  changeable  weather  of  fall  and  spring  a  great  deal 
of  tooth  ache  medicine  is  sold  by  them;  and  afterward  they  tell  the 
person  that  if  he  would  consult  a  dentist,  Dr.  So  and  So  is  the  man.  It 
is  well,  therefore,  to  get  on  friendly  terms  with  a  druggist  in  the  neigh- 
borhood. In  the  course  of  a  year  a  great  many  dollars  can  be  credited 
to  this  one  source.  When  giving  prescriptions  to  patients  it  is  proper 
to  indicate  that  you  would  prefer  they  should  go  to  your  druggist. 

The  favor  of  attorneys  can  be  secured  by  sending  to  them  such  of 
your  literary  efforts  as  have  an  interest  to  members  of  the  legal  fra- 
ternity. This  is  professional,  because  it  is  something  of  mutual  interest 
to  professional  men. 

We  do  not  believe  in  making  any  special  effort  to  secure  the  in- 
fluence of  ministers.  If  it  is  given  by  the  ministers,  accept  it.  but  make 
no  efifort  to  gain  it.  The  dentist  who  curries  favor  w'ith  a  minister  with 
a  view  to  securing  his  influence,  seems  to  us  to  make  a  sort  of  com- 
mercial use  of  the  church  and  its  representative. 

It  is  well  to  show  such  favors  as  you  can  to  reporters,  and  to  other 
persons  connected  with  the  newspaper  business.  The  day  may  come 
when  their  friendships  may  be  of  great  benefit  to  you. 

But  again  let  us  say,  "  Don't  forget  the  women!  "  Don't  forget 
the  powerful  influence  they  wield  in  the  home  circle  and  in  society. 
Don't  forget  that  there  is  no  better  advertisement  in  the  world  for  a 
dentist  than  that  the  wives  of  the  most  prominent  men  in  the  town  are 
seen  in  his  office.  Other  people  who  happen  in  take  note  of  this,  and  it 
soon  becomes  known  in  the  community  which  dentist  is  the  favorite 
with  the  class  of  people  who  want  the  best  and  are  willing  to  pay  for  it. 

People  take  a  pride  in  patronizing  a  dentist  whose  oflfice  is  frequented 
by  the  representative  citizens.  They  take  a  pride  in  knowing  that  their 
dentist  is  the  dentist. 


Reputation 

'  A  great  reputation  is  a  great  charge  " 


Reputation,  and  nothing  else,  permits  a  dentist  to  secure  a  high- 
class  patronage.  A  man  who  has  attained  a  good  reputation  usually 
charges  more  than  those  who  have  not  attained  to  the  personal  dis- 
tinction which  he  enjoys.    His  reputation  is  a  guarantee  to  his  patrons. 

Reputation  represents  public  opinion.  Character  represents  actual 
truth  regarding  one.  One's  character  may  or  may  not  be  one's  reputa- 
tion. Conscience  is  one's  opinion  of  one's  own  action.  One's  opinion 
may  be  true,  or,  by  education,  perverted.  Character  is  always  true. 
Conscience  is  always  sincere.  Reputation  is  wavering.  One  should 
profit  by  a  character  reputation,  secured  by  years  of  sincere  work,  the 
same  as  if  it  were  government  bonds.  It  is  a  true  method  of  attaining 
true  publicity. 

Reputation,  as  an  advertising  method  or  quality,  occupies  a  limited 
field.  The  masses  are  floating,  and  time  breaks  many  cards  in  sociology. 
Yet  there  are  those  who  look  to  this,  and  this  alone,  as  their  real  source 
of  patronage,  and  in  some  cases  it  is  a  "  gold  mine." 

In  morals  a  dentist  cannot  have  one  character  for  his  family  and  an- 
other for  his  office;  one  for  the  public  and  another  for  his  club;  one  to 
be  seen  and  another  to  be  hidden.  A  dentist  may  appear  ever  so  clean, 
but  if  there  is  the  stale  stench  of  tobacco  or  beer,  it  cannot  be  hidden 
by  the  most  aesthetic  perfumes;  and  it  is  then  that  you  have  a  call  from 
a  lady  of  special  distinction  whom  you  would  give  anything  to  please. 
The  conduct  may  be  polite,  the  language  select,  and  the  clothes  im- 
maculate, but  she  will  detect  the  insidious  fumes  from  the  breath,  and 
even  from  the  body's  million  pores,  and  be  disgusted.  Do  not  expect 
a  better  reputation  than  your  character  will  bear.    You  may  get  it,  but 

345 


346 


THE  PRACTICE  BUILDER 


you  cannot  keep  it ;  you  may  close  it  about  you  as  a  beautiful  garment, 
but  somewhere  there  will  be  a  rent  which  will  reveal  the  truth. 

A  good  reputation  is  earned  only  by  toil  and  conscientious  en- 
deavor; and  it  is  only  by  the  exercise  of  eternal  vigilance  that  it  can  be 
maintained.  To  gain  a  good  reputation  means  great  toil,  alertness,  and 
constant  watchfulness.  A  lost  reputation  cannot  be  regained  as  readily 
as  a  reputation  can  be  built. 

The  real  value  of  a  reputation  is  greater  than  dollars  and  cents. 
Money  cannot  purchase  it.    It  is  the  result  of  honor,  time,  and  labor. 

Reputation  is  prestige,  and  business  or  professional  prestige  is  much 
sought  after.  People  who  know  absolutely  nothing  about  the  skill 
possessed  by  dentists,  ask  who  is  the  "  best  dentist,"  and  according  to 
the  opinion  of  the  individual  answering,  the  reply  is  given.  In  the 
course  of  a  year  this  phase  of  reputation  is  very  valuable;  it  is  clear 
profit,  because  without  reputation  this  patronage  would  not  have  been 
received. 

In  commercial  life  there  are  several  instances  in  every  city  where 
the  reputation  of  the  firm  is  such  that  it  is  not  necessary  for  them  to  ad- 
vertise ;  the  mere  name  suffices  and  is  a  guarantee  of  quality. 

When  persons  wish  anything  really  nice  they  go  to  such  a  firm ; 
when  they  wish  to  invest  in  something,  jewelry  for  instance,  about  which 
they  know  nothing,  they  go  to  such  a  firm  because  they  have  the  assur- 
ance, by  reason  of  the  established  reputation,  that  they  w^ill  be  honorably 
dealt  w^ith.  So  it  is  in  dentistry;  when  people  have  really  difificult  or 
unusual  work  to  be  performed  they  will  entrust  it  to  the  dentist  with  a 
reputation.  They  cannot  afford  to  experiment  with  some  one  who  has 
not  achieved  a  distinctive  place  in  the  public  esteem.  It  is  essential  to 
success  in  professional  life  to  gain  reputation  first,  for  that  is  the 
ground-work.  Reputation  will  be  illusory,  position  will  be  a  snare, 
and  the  greatest  honors  will  soon  take  to  themselves  wings  and  f^y 
away,  if  all  are  not  weighted  with  a  substantial  character. 


Wine  and  Women 

"  Wine  and  women,  game  and  deceit,  make  the  wealth  small  and  the  want  great " 

More  or  less  trouble  has  been  caused  by  pretty  women  from  the  very 
beginning  of  history.  Of  this  we  have  no  desire  to  treat.  As  Rudyard 
Kipling  would  say,  "  That's  another  story."  What  is  of  special  interest 
to  us  is  a  consideration  of  the  moral  relations  of  dentists  and  the  mem- 
bers of  the  opposite  sex  with  whom  they  are  thrown  into  association. 

The  greater  proportion  of  those  for  whom  the  dentist  is  called  upon 
to  operate  are  women,  and  among  this  proportion  it  is  not  at  all  strange 
that  many  should  be  possessed  of  proclivities  of  a  more  or  less  hilarious 
nature.  Right  at  the  beginning  of  his  professional  career  every  dentist 
must  decide  upon  what  course  he  proposes  to  adopt  with  reference  to 
this  matter.  Either  he  is  going  to  "  have  fun,"  or  he  is  going  to  make 
for  himself  a  reputation.  If  he  goes  in  to  have  fun,  he  must  abandon  all 
hope  of  attaining  a  reputation ;  not  that  he  cannot  have  fun  and  attain 
a  reputation  too — but  the  reputation  will  not  be  as  abidingly  satisfactory 
as  that  which  is  based  upon  a  foundation  upon  which  no  taint  of  moral 
obliquity  rests.  These  little  things  have  a  way  of  leaking  out,  and  when 
they  do  leak  out  they  gain  a  circulation  in  a  surprisingly  short  time,  and 
once  having  gained  a  circulation  it  is  impossible  to  overcome  their  un- 
favorable efifect;  stories  reflecting  on  the  morality  of  professional  men 
cling  persistently,  and  their  evil  influence  cannot  be  counteracted  by 
years  of  the  most  punctilious  conduct. 

One  of  the  most  frequent  causes  of  trouble  to  a  dentist  is  the  selection 
of  a  very  pretty  female  assistant.  A  pretty  assistant  is  all  right  but  she 
should  not  be  too  pretty.  A  girl  assistant  should  be  selected  who  is  not 
too  good  looking,  and  who  knows  her  place  and  how  to  keep  it.  No 
familiarity  of  any  kind  should  be  tolerated,  and  the  assistant  should 

347 


348 


THE   PRACTICE   BUILDER 


refrain  from  addressing  her  employer  in  any  but  the  most  respectful 
manner.  No  joking  nor  laughing,  and  no  attempt  to  join  in  conversa- 
tion with  the  dentist  and  his  patients  should  be  tolerated.  If  it  comes 
to  the  ears  of  the  dentist  that  unkind  aspersions  are  being  made  with 
reference  to  his  assistant  and  himself,  he  should  at  once  dismiss  the 
assistant  and  get  another.  This  is  justice  to  both.  Again — a  lady  assis- 
tant is  a  good  investment  as  an  advertisement,  and  this  is  especially 
true  in  a  small  city.  The  fact  that  one  employs  a  girl  assistant  indicates 
that  he  is  busy  enough  to  need  her.  People  like  to  go  to  a  dentist  whom 
they  think  is  busy.    He  must  be  a  good  dentist,  if  he  is  busy. 

A  lady  assistant  will  have  friends,  and  it  is  natural  that  many  of  them 
should  patronize  the  dentist  who  employs  her.  It  becomes  known  in  the 
neighborhood  in  which  she  resides  that  she  works  for  Dr.  Blank,  and 
Dr.  Blank  is  thereby  given  some  publicity  that  he  would  not  otherwise 
have  gained. 

The  presence  of  a  lady  assistant  has  another  advantage: 

Women  who  are  given  to  freedom  and  flippancy  of  speech  will  be 
much  more  careful  when  another  person  is  present.  This  is  particularly 
true  of  fast  women ;  when  they  are  having  work  performed  which  re- 
quires several  appointments,  they  usually  manage  to  become  very  well 
acquainted  in  very  short  order,  after  the  manner  of  their  class,  and  their 
familiar  speech  and  manner  is  sometimes  likely  to  make  it  very  em- 
barrassing for  the  dentist;  but  if  there  is  an  assistant  present  the  conduct 
of  these  persons  is  most  decorous,  and  nothing  is  said  or  done  to  indi- 
cate their  station  in  life. 

Be  especially  careful  in  your  treatment  of  married  women;  do  not 
for  one  instant  engage  in  conversation  that  savors  of  questionable  sub- 
jects, and  do  not  permit  yourself  to  be  drawn  into  such  conversations. 
Married  women  are  the  most  reckless  of  all  those  who  exhibit  freedom 
of  speech  and  action.    They  do  not  seem  to  care. 

In  the  matter  of  the  administration  of  general  anaesthetics  to  women 
patients,  a  word  of  caution  is  here  necessary.  While  the  use  of  Chloro- 
form and  Ether  and  their  several  combinations  is  being  rapidly  super- 
seded by  Nitrous  Oxide  Gas  as  a  general  anaesthetic — still  there  are  in 
some  communities  practitioners  who  still  employ  and  advise  the  use  of 
these  agents  for  tooth  extraction.    Every  dentist  is  advised  by  his  pro- 


THE  PRACTICE  BUILDER 


349 


lessors  and  by  his  elders  in  practice  to  always  have  a  third  person  present 
when  a  general  anaesthetic  is  to  be  administered  to  a  woman.  Failure 
to  do  this  has  brought  many  men  a  life  of  misery. 

It  is  a  precaution  which  every  man  should  take.  His  knowledge  of 
the  action  of  these  anaesthetics  should  teach  him  to  be  careful  when  they 
are  used  to  anaesthetize  women ;  not  that  a  woman  may  be  dishonest  and 
have  a  blackmailing  scheme,  such  as  have  been  operated,  having  den- 
tists for  their  victims,  time  and  again,  but  that  honest  women  may  be  so 
.affected  by  the  anaesthetic  as  to  believe  themselves  to  have  been  mal- 
treated. 

A  great  many  such  cases  have  come  to  court,  and  in  some  instances 
the  statements  made  by  the  woman  have  been  such  as  to  convince  judge 
and  jury  that  the  dentist  was  guilty.  It  is  only  necessary  to  refer  to 
Rehfuss'  "  Dental  Jurisprudence,"  to  see  that  in  several  instances  the 
dentists  have  been  sent  to  prison. 

Rehfuss  says  on  this  question : 

In  the  whole  domain  of  dental  jurisprudence,  no  criminal  charge  brought 
in  a  court  of  justice  against  a  dentist  can  be  conceived  more  grave  than  the 
accusation  of  having  committed  rape  on  a  female  in  whom  he  was  inducing 
anaesthesia.  Several  legal  cases  of  this  character  are  recorded,  where  the  den- 
tist was  found  guilty  and  sentenced  to  imprisonment  for  his  alleged  crime.  The 
women  no  doubt  believed  that  they  had  been  violated,  but  it  is  certain  that,  in 
many  of  these  cases,  and  probably  in  all  of  them,  they  mistook  the  real  act  for 
the  subjective  erotic  sensations  induced  by  the  anaesthetic. 

That  a  dental  practitioner  in  the  pursuit  of  his  calling  is  exposed  to  grave 
charges  of  this  nature,  is  a  serious  matter  for  consideration  and  reflection,  requir- 
ing careful  and  delicate  interpretation,  both  morally  and  legally.  Frequently 
the  accusation  is  based  upon  and  solely  sustained  by  the  evidence  of  the  plain- 
tifif,  and  in  view  of  the  known  tendency  of  anaesthetics  to  excite  erotic  sensations, 
such  evidence  should  not  be  received  without  the  corroborative  testimony  of 
other  witnesses,  or  circumstances,  as  the  unsupported  evidence  of  women  under 
such  conditions  cannot  be  relied  upon. 

Manifestations  of  erotic  sensation  during  artificial  anaesthesia  have  been 
witnessed,  although  rarely;  but  dreams  of  a  sexual  character  are  doubtless  more 
frequently  experienced,  and  very  vividly;  women  undoubtedly  are  more  liable 
to  them  than  men,  especially  when  the  administration  of  the  anaesthetic  takes 
place  at  or  about  the  time  of  the  periodical  congestion. 

Ether,  from  its  more  stimulating  effect,  produces  these  dreams  more  fre- 
quently than  chloroform. 

Cases  have  occurred  where  the  woman  was  so  positive  that  liberties  had 
been  taken  with  her  person  during  anaesthesia,  that  the  testimony  of  relatives. 


350 


THE  PRACTICE   BUILDER 


who  were  present  all  the  time,  scarcely  sufficccl  to  convince  her  that  she  was 
laboring  under  a  delusion.  These  cases  occur  more  frequently  than  we  have 
knowledge  of,  and  are  compromised  without  judicial  proceedings  being  insti- 
tuted. 

It  is  not  good  policy  for  a  dentist  to  keep  wine  in  his  office.  It  is 
proper  for  him  to  have  at  hand  whiskey  and  brandy  for  use  as  stimulants 
before  or  after  extracting  teeth,  or  to  administer  to  patients  suffering 
from  extreme  nervousness  or  weakness  incident  to  any  of  the  operations 
that  are  usually  productive  of  depression  or  weakness. 

Unmarried  dentists,  who  make  their  offices  their  lounging  places, 
and  keep  a  stock  of  cigars  and  wines  on  hand,  where  they  may  enjoy 
themselves  with  one  or  more  boon  companions,  will  find  it  to  their 
interest  to  refrain  from  such  conduct.  Such  things  have  a  way  of  be- 
coming known,  and  they  have  a  very  undesirable  effect.  It  is  all  right 
to  have  a  good  time,  but  there  is  a  proper  place  and  time  for  everything. 

Besides  this,  the  practice  of  keeping  wine  in  the  office  is  likely  to 
establish  the  habit  of  drinking;  until,  before  one  knows  it,  he  is  drink- 
ing to  excess,  or  his  breath  is  so  continually  laden  with  the  odor  of  wine 
as  to  cause  his  patrons  to  look  upon  him  with  some  suspicion;  and  too, 
he  will  find  that  his  boon  companions  present  themselves  with  a  fre- 
quency and  punctuality  that  would  indicate  them  to  be  under  salary, 
and  they  are  likely  to  become  such  habitual  guests  at  his  office  as  to 
make  it  impossible  for  him  to  have  any  time  to  himself. 

All  will  find  it  the  part  of  wisdom  not  to  have  wine  in  the  office  ex- 
cept for  medicinal  purposes.  There  is  no  valid  excuse  for  keeping  it 
there,  outside  of  its  medicinal  use. 


How  to  Become  a  Specialist 

"  Study  what  you  most  affect  " 

The  tendency  of  the  times  is  toward  specialism.  This  is  true  of  all 
the  professions.  While  it  has  been  noticeable  only  within  the  past  few 
years,  many  practitioners  have  been  following  particular  specialties  for 
a  long  time. 

The  fact  that  many  establish  themselves  as  specialists  is  evidence 
that  such  were  needed,  and  the  appreciation  given  their  work  clinches 
the  belief. 

Specialism  is  essential  to  the  proper  development  of  a  specialty. 
The  one  man,  one  thing,  idea  is  as  old  as  Egypt.  That  it  is  practical 
cannot  be  denied.  It  is  too  well  established  to  admit  of  argument.  In 
medicine,  specialties  have  been  observed  for  many  years,  and  their  in- 
corporation in  the  courses  of  instruction  at  m.edical  colleges,  with  spec- 
ialist instructors  in  the  faculty,  has  resulted  in  their  most  favorable  ac- 
ceptation by  the  medical  profession  at  large. 

A  similar  condition  is  noticeable  in  law  schools.  The  establishment 
of  special  courses  of  instruction  was  early  adopted  at  the  various  schools 
of  dentistry,  and  to-day  there  is  no  institution  of  any  prominence  in 
which  all  specialties  of  interest  are  not  thoroughly  presented.  One  of 
the  earliest  specialties  to  attract  the  attention  of  the  dental  profession, 
and  of  the  dental  colleges,  was  Orthodontia.  This  branch  of  practice 
rapidly  developed  from  one  of  little  or  no  importance  to  one  of  the  most 
absorbing  interest,  enlisting  the  brightest  and  rfiost  progressive  men 
in  the  profession.  The  study  of  the  subject  demands  artistic  sense,  and 
the  greatest  inventive  ingenuity,  together  with  a  thorough  understand- 
ing of  the  underlying  principles  involved  in  the  performance  of  the 

351 


...  THE   PRACTICE   BUILDER 

work;  and  a  very  high  order  of  professional  training,  so  far  as  the 
comprehension  of  Anatomy,  Physiology,  and  Pathology  in  its  relation 
thereto  is  concerned. 

The  perfection  of  crown  and  bridge  work,  and  the  acceptance  of 
certain  modes  of  practice,  followed  in  rapid  succession  as  specialties 
demanding  special  instructors  in  the  schools. 

Among  the  more  prominent  specialties  now  practiced  may  be 
mentioned:  individual  methods  of  correcting  irregularities  of  the  teeth 
and  improving  facial  contours;  special  methods  of  constructing  and  in- 
serting bridge  work;  oi)erations  relating  to  the  implantation  of  teeth; 
special  methods  of  filling  teeth  with  gold  and  i)orcclaiii  inlays;  the  con- 
struction of  apparatus  for  the  concealment  of  facial  and  oral  deformities 
and  the  improvement  of  speech,  and  those  surgical  operations  which  re- 
late to  performances  for  the  removal  of  malformations,  and  the  treat- 
ment of  lesions  of  the  mouth,  jaws,  teeth,  etc. 

At  the  present  time  there  are  only  a  few  who  devote  their  entire  time 
to  the  exclusive  practice  of  the  specialties,  and  these  are  to  be  found  only 
in  the  larger  cities.  The  reason  for  this  is  that  most  dentists  are  capable 
of  performing  all  the  operations  of  dentistry,  including  those  which  en- 
gage the  attention  of  the  specialists,  and  as  they  are  usually  capable  of 
performing  them  quite  as  satisfactorily  they  do  the  work  themselves 
and  receive  the  fee  rather  than  recommend  the  patient  to  a  specialist; 
except  where  the  operation,  such  as  an  exceedingly  difificult  one  in  Or- 
thodontia, calls  for  the  exercise  of  really  superior  skill,  and  demands 
that  close  attention  wdiich  the  regular  practitioner  cannot  give  because 
of  his  complicated  duties  in  his  practice.  He  therefore  does  not  have 
opportunity,  or  rather  does  not  accept  the  opportunity  of  developing 
his  ability  with  reference  to  the  more  difificult  performances  in  Ortho- 
dontia. 

It  is  impossible  to  establish  a  practice  for  the  exclusive  performance 
of  specialties,  except  in  a  large  city,  because  a  specialty  commands  a 
patronage  of  a  very  limited  number  of  people,  who  are  never  patrons  of 
the  office  but  once. 

In  considering  the  question  of  specialism,  there  are  several  points 
which  demand  very  careful  thought :  In  the  first  place,  will  the  practice 
of  a  specialty  be  more  lucrative  than  a  full  practice  in  which  the  usual 


THE  PRACTICE  BUILDER  353 

routine  of  work  is  performed?  Has  the  individual  given  evidence  of  a 
sufficiently  high  order  of  talent  to  warrant  him  in  leaving  general  prac- 
tice to  take  up  special  work?  Has  he  sufficient  financial  backing  to  en- 
able him  to  operate  a  high  class  office  in  the  centre  of  a  city  until  such 
time  as  it  shall  become  self-supporting?  There  is  more  than  one  in- 
stance of  really  skilful  specialists  leaving  cities  of  average  size,  to  en- 
gage in  the  practice  of  a  specialty  in  large  cities,  and  not  securing  a 
practice  for  several  years — and  that  too  in  the  metropolitan  cities.  This 
has  meant  the  loss  of  the  accumulations  of  years  in  regular  practice, 
to  back  a  special  practice. 

Special  practices  may  be  classed  in  three  divisions:  One  of  these  re- 
lates to  work  demanding  an  accurate  knowledge  of  Pathology  and 
Therapeutics.  This  is  so  rare  that  it  can  hardly  be  called  a  specialty, 
because  there  is  no  one  who  conducts  this  class  of  practice  exclusively. 
Several  practitioners  in  the  larger  cities  have  attained  considerable  dis- 
tinction in  the  treatment  of  pathological  conditions  of  the  teeth  and 
gums.  We  are  not  aware  that  such  practices  are  very  profitable,  but 
we  know  that  many  men  have  attained  very  creditable  standing  in  the 
profession  by  published  results  of  their  modes  of  diagnosis  and  treat- 
ment. 

Another  branch  is  the  mechanical.  This  relates  chiefly  to  the  con- 
struction of  mechanical  devices  for  the  improvement  of  speech  and  ap- 
pearance. There  are  very  few  names  associated  with  this  class  of  prac- 
tice, few  have  attained  wide  reputation  for  the  successful  performance 
of  this  work.  It  is,  however,  one  of  the  best  paid  specialties  in  dentistry. 
By  reason  of  the  comparative  rarity  of  the  deformities  which  indicate 
the  employment  of  these  mechanical  devices,  it  is  at  once  apparent  that 
a  specialty  of  this  kind  can  only  be  practiced  in  a  very  large  city,  for 
here  only  can  publicity  and  reputation  be  attained;  and  it  is  to  the 
centres  of  population  that  persons  who  are  the  victims  of  such  defects 
will  go  for  aid. 

The  practice  of  mechanical  dentistry  as  a  specialty  is  not  conducted 
exclusively  by  many,  although  there  are  a  few  in  the  larger  cities  who 
give  special  attention  to  continuous  gum  work  dentures,  but  who  do 
other  mechanical  work  as  well. 

Bridge  work  as  a  specialty  is  practiced  by  many,  but  the  practitioner 


,,^  THE   PRACTICE   BUILDER 

is  usually  located  in  a  large  city.  The  bridge  work  is  usually  con- 
structed according  to  the  individual  methods  of  the  practitioner,  and  in 
many  instances  is  protected  by  patents,  or  at  least  is  patented.  Special 
forms  of  bridge  work,  special  materials  for  its  construction,  and  special 
modes  of  insertion  and  retention  or  removability,  constitute  the  claims 
of  specialism.  This  form  of  specialty  is  a  very  lucrative  one,  where  the 
practitioner  is  possessed  of  superior  skill  and  has  attained  a  reputation 
for  successful  work. 

The  most  recent  development  of  Orthodontia,  that  which  relates  to 
the  improvement  of  facial  appearance  through  interference  with  the 
natural  teeth,  has  afforded  several  very  talented  men  the  opportunity  to 
follow  out  their  favorite  branch  of  practice,  and  to  introduce  and  employ 
many  ingenious  modes  and  appliances  for  the  correction  of  irregulari- 
ties of  the  teeth,  and  to  successfully  improve  the  personal  appearance 
of  individuals  by  changing  the  relation  of  the  teeth  or  jaws. 

Oral  surgery  is  a  specialty  having  few  practitioners,  and  since  the 
death  of  the  lamented  Garretson  the  specialty  lacks  a  head.  He  was 
the  father  of  the  specialty,  and  the  greatest  Oral  Surgeon  in  the  world. 
His  book  on  Oral  Surgery  is  a  monument  to  his  name.  His  practice 
was  probably  the  most  lucrative  of  its  kind  in  the  world,  but  he  was  a 
man  whose  talents  are  eciuallcd  by  few  in  any  profession  and  exceeded 
by  none.  As  a  practitioner  and  a  teacher  he  stood  unrivalled.  It  is 
recognized  that  no  one  can  rightfully  claim  the  title  of  Oral  Surgeon 
without  being  a  graduate  both  in  medicine  and  dentistry. 

Supposing,  now.  that  a  person  in  the  possession  of  a  regular  practice 
is  desirous  of  becoming  a  specialist  in  any  one  of  the  branches  which  we 
have  enumerated,  what  is  the  proper  course  for  him  to  take  that  he  may 
perfect  himself  for  its  successful  practice? 

In  the  first  place,  it  is  necessary  for  him  to  give  to  the  subject  special 
thought.  The  progress  and  mode  of  procedure  which  characterized  the 
advancement  of  other  men  should  be  of  very  great  value  to  those  who 
would  follow  in  their  footsteps  or  break  a  new  path. 

To  change  from  a  general  practice  into  a  specialty  is  a  thing  that  can- 
not be  done  in  a  few  months;  it  takes  years  of  preparation,  planning, 
and  faithful  work,  having  always  in  view  the  special  work.  If  a  man 
has  a  desire  to  become  a  specialist  he  will  take  that  branch  of  specialism 


THE  PRACTICE  BUILDER 


;55 


in  which  he  is  most  interested  and  in  which  he  hopes  to  win  a  name  for 
himself  because  of  his  experience  and  special  fitness.  He  must  view  the 
future  of  that  branch,  and  consider  its  growth  and  its  position  and 
relation  to  dentistry  ten  or  twenty  years  hence.  These  are  very  impor- 
tant considerations. 

If  desirous  of  becoming  a  practitioner  in  any  branch  of  specialism 
it  is  apparent  that  the  surest  road  to  a  proper  foundation  training  is  a 
term  of  association  with  one  or  more  of  the  most  prominent  exponents 
of  that  branch  of  practice.  The  most  prominent  specialists  are  of  neces- 
sity in  the  large  cities ;  a  practice  of  this  kind  could  not  be  conducted 
anywhere  else.  The  percentage  of  persons  whose  dental  apparatus 
would  require  special  interference  is  so  small,  that  only  in  a  large  city 
can  such  a  practice  be  maintained;  and  the  city  practice  attracts  those 
from  smaller  places,  who  can  afiford  to  undergo  such  expensive  opera- 
tions. 

After  a  term  of  such  association  as  we  have  indicated — and  we 
should  consider  it  proper  for  a  person  intending  to  practice  a  specialty 
to  associate  himself  with  all  the  really  prominent  specialists  in  the  branch 
to  which  he  intended  to  devote  his  attention — the  person  would  be  pre- 
pared to  practice  the  specialty,  but  only  as  a  special  branch  of  a  general 
practice ;  he  could  not  start  right  out  to  practice  a  specialty.  He  would 
return  to  his  home,  and  there  indicate  his  fitness  for  the  performance  of 
such  operations  as  would  come  within  the  domain  of  his  special  knowl- 
edge, but  this  practice  would  be  supported  by  his  general  practice. 
After  several  successful  operations,  he  should  prepare  articles  for  pub- 
lication in  the  dental  journals,  for  presentation  at  the  meetings  of  his 
society,  and  should  take  particular  pains  to  present  accurate  models 
of  the  conditions,  that  appropriate  engravings  may  be  made  or  that  good 
models  may  be  shown. 

In  specialism  it  is  necessary  to  make  a  reputation  with  the  members 
of  the  profession  that  are  in  the  habit  of  recommending  special  cases  to 
specialists,  when  those  cases  are  out  of  their  usual  line  of  work;  and  the 
man  who  achieves  a  good  reputation  among  them  will  have  a  healthy 
and  permanent  support  for  his  practice  from  the  start. 

It  must  be  borne  in  mind  that  a  specialist  in  a  large  city  must  let  it 


156 


THE   PRACTICE   BUILDER 


be  known  from  the  start  that  he  docs  no  operating  or  ])late  work,  but 
that  his  whole  time  is  given  exclusively  to  special  operations.  General 
practitioners  of  dentistry  are  not  so  likely  to  recommend  their  patients 
to  specialists  if  the  specialists  perform  routine  dental  work,  such  as 
operating,  plate  work,  etc. 

It  is  necessary  for  the  specialist,  whether  he  be  a  new  aspirant  for 
honors  or  whether  he  has  been  in  successful  practice  for  years,  to  have 
all  the  literature  of  dentistry  at  his  command,  including  the  books, 
journals,  and  society  proceedings.  Every  case  is  in  itself  a  special  study, 
and  it  is  important  to  have  at  all  times  the  advantage  of  comparison  with 
previously  recorded  cases,  and  to  have  the  experience  of  others  in  cases 
of  general  similarity. 

To  become  a  specialist  in  bridge  work,  one  should  have  a  term  of 
association  with  one  or  more,  the  more  the  better,  of  the  men  whose 
names  are  most  prominently  connected  with  that  specialty.  Bridge 
work  cannot  be  practiced  to  the  exclusion  of  all  other  work ;  w^e  do  not 
know  of  any  one  practice  in  this  country,  or  anywhere  else,  where  no 
other  dental  work  is  performed. 

In  Oral  deformities,  it  is  proper  to  adopt  the  same  course  we  have 
advised  with  reference  to  the  other  branches.  This,  like  the  others,  can- 
not be  successfully  conducted  except  in  a  large  city,  and  it  depends,  for 
its  growth  and  publicity,  upon  the  same  principles  of  making  the  gen- 
eral profession  acquainted  with  the  progress  of  the  individual  practi- 
tioner. The  specialty  which  is  comprehended  in  the  correction  of  ir- 
regularities of  the  teeth  has  more  really  prominent  representatives  than 
any  of  the  others  enumerated.  The  correction  of  irregularities  of  the 
teeth,  oral  deformities,  and  orthopaedic  dentistry,  seem  to  be  more  dis- 
tinctly defined  so  far  as  the  duties  of  each  branch  are  concerned,  and 
the  practitioners  of  each  appear  to  devote  their  attention  more  closely 
to  the  special  work  involved. 

Porcelain  dental  art,  as  a  specialty,  has  few  representatives.  Many 
improvements  have  been  made  in  the  work  in  the  past  few  years,  and  it 
engages  the  attention  of  several  of  our  best  practitioners.  As  a  spe- 
cialty capable  of  being  practiced  to  the  exclusion  of  all  other  work,  it 
does  not  at  the  present  time  give  great  promise,  although  there  are 


THE  PRACTICE   BUILDER  357 

many  who  are  so  busily  engaged  in  it  as  to  amount  almost  to  specialism. 
Special  duty  and  special  preparation,  together  with  the  appropriate 
methods  of  keeping  in  touch  with  both  the  profession  at  large  and  the 
dental  constituency,  are  the  same  as  those  which  should  be  employed  in 
advancing  the  personal  interests  in  any  of  the  specialties  treated  of 
herein. 


Book-keeping 


"  That  tnan  is  but  of  the  lower  order  of  the  world  who  is  not  brought  up  to 
business  and  affairs  " 

The  object  of  book-keeping  is  to  exhibit  a  correct  statement  of  one's 
afifairs,  in  such  a  manner  that  he  may  ascertain  the  nature  and  extent 
of  his  business,  the  money  he  receives  and  pays  out,  his  profits,  or  avail- 
able income,  and  if  necessary,  the  extent  of  his  losses.  These  are  factors 
which  must  receive  attention,  no  matter  how  little  or  how  great  the 
business  may  be.  Upon  their  proper  consideration  depend  the  stability 
and  reputation  of  the  man  of  business.  Viewed  as  credentials,  a  set 
of  books  arc  invested  with  a  character  which  the  possil)ilities  of  the 
business  itself  cannot  give. 

The  transactions  of  any  one  engaged  in  business  or  professional  life 
are  regulated  and  determined  by  the  extent  of  his  capital  and  credit. 
These  are  shown  conclusively  by  an  accurate  and  satisfactory  system 
of  book-keeping;  without  such,  one  must  of  necessity  be  proceeding 
upon  vague  and  possibly  erroneous  conclusions,  the  result  of  which 
may  bring  financial  disaster  and  the  terror  of  bankruptcy. 

To-day's  doings  are  governed  in  no  uncertain  degree  by  the  suc- 
cesses or  failures  of  the  past.  In  our  books  we  have  recorded  those 
transactions  and  experiences,  and  the  record  usually  enables  us  to  de- 
cide whether  a  contemplated  investment  shall  or  shall  not  be  made.  The 
data  of  every  transaction  cannot  be  carried  in  one's  head ;  besides,  if  one 
who  does  not  keep  a  set  of  books,  will  do  so,  he  will  introduce  with  it 
some  systematic  methods  of  business  which  he  doesn't  follow  now;  for, 
to  be  honest,  his  business  is  characterized  by  lack  of  system. 

But  he  tells  us,  "  T  do  a  cash  business,  I  pay  cash  for  everything  I 
buy,  and  I  do  not  do  very  much  unless  I  get  the  cash  for  it.    What  is 

358 


THE  PRACTICE  BUILDER 


359 


the  use  of  recording  all  these  transactions?  At  the  end  of  a  given  time 
will  not  the  amount  of  my  profits  be  the  amount  of  cash  I  have  in  the 
bank?  " 

Yes,  in  a  measure  true,  but  he  has  failed  to  fully  consider  the  possi- 
bilities of  his  business.  It  is  impossible  to  do  a  strictly  cash  business, 
no  matter  how  much  we  may  wish  to.  This  being  the  case,  how  may 
one  dispose  of  the  little  transactions  where  the  money  is  not  forthcom- 
ing? Again,  in  what  branch  of  his  work  has  he  received  the  best  profits 
and  made  the  most  money?  Did  he  try  to  increase  his  income  in  these 
particular  lines,  because  he  was  making  more  relatively  from  them 
than  from  some  others? 

No,  he  did  not,  because  he  had  no  record  of  transactions,  and  could 
not  begin  to  remember  them  all.  Then,  too,  he  does  not  keep  an  in- 
voice file,  and  hence  cannot  compare  prices  paid  for  material  in  the 
past  with  those  he  pays  now. 

He  says  he  doesn't  keep  a  ledger,  for  such  a  book  was  never  intended 
for  a  petty  business  like  his,  but  he  does  keep  a  kind  of  "  want  book." 
And  after  much  probing  the  fact  is  brought  to  light  that  the  want  book 
is  a  "  kind  of  a  want  book — "  a  kind  whose  possessor  lacked  the  energy 
and  methods  necessary  to  make  it  in  the  least  degree  useful  to  him.  The 
slight  records  kept  by  such  a  man  will  show  the  same  carelessness. 
Further  information  brings  to  light  a  woful  lack  of  business  shrewd- 
ness, mainly  because  he  does  not  believe  in  adopting  the  tactics  and 
•methods  of  business  men. 

The  dentist,  no  matter  how  sma41  his  practice,  must  keep  a  set  of 
books.  And  he  must  put  as  much  energy  and  system  into  them  as  into 
his  efforts  in  performing  his  work.  Book-keeping,  when  conducted 
upon  sound  principles,  will  prove  of  great  value  to  him;  it  will  show 
the  general  results  of  his  professional  career,  and  bring  to  light  his  suc- 
cesses and  failures  and  the  value  or  worthlessness  of  each  factor.  The 
system  chosen  must  not  only  be  perfectly  comprehensible  to  him.self, 
but  it  should  be  intelligible  to  any  one  should  circumstances  ever  arise 
in  which  an  examination  by  others  would  be  necessary.  Good  book- 
keeping promotes  order,  regularity,  and  honorable  methods  of  business. 
It  also  defeats  dishonesty  and  gives  standing  and  credence  to  our  trans- 
actions with  our  fellow  men. 


36o  THE  PRACTICE   BUILDER- 

A  careful  account  of  the  best  years  of  a  business  is  a  very  important 
guide  in  determining  future  policies.  If  a  man  knows  just  how  much 
money  he  has  spent  in  one  year  in  any  branch,  and  also  knows  exactly 
the  amount  of  money  he  made  on  his  investments  and  expenditures, 
he  has  some  basis  to  work  on. 

Some  men  feel  that  because  their  business  is  small,  and  there  is  as  a 
rule  but  one  person  interested,  it  is  not  necessary  to  keep  an  exact  ac- 
count of  everything  that  comes  in  and  goes  out.  They  content  them- 
selves, as  a  rule,  with  a  me*-e  record  of  outstanding  accounts,  and  even 
this  is  usually  no  more  than  a  memorandum  book  which  contains  the 
entries  of  the  amount  of  the"  work,  and  when  it  was  done,  and  which  is 
crossed  ofY  when  payment  has  been  received.  There  is,  as  a  rule,  no 
record  whatever  of  goods  which  have  been  bought,  or  the  amounts  of 
cash  operations.  Sometimes  there  is  no  proper  cash  account,  and  the 
practice  is  allowed  to  run  on  until,  in  many  cases,  the  proprietor  finds 
that  money  is  not  coming  in  fast  enough  to  pay  his  bills,  and  he  is  com- 
pelled to  make  explanations  and  ask  extensions,  a  condition  which 
might  have  been  averted  had  he  known  how  things  were  going. 

Suppose  the  building  in  which  such  a  carelessly  managed  office  is 
located,  were  to  burn  down.  What  sort  of  a  claim  would  its  owner  have 
upon  the  insurance  company,  if  he  was  insured?  It  would  be  necessary 
to  show  a  record  of  goods  bought  recently,  and  the  amount  of  such 
materials  that  still  remained  unused,  the  cost  of  the  furniture  and  fix- 
tures, books,  instruments,  and  operating  and  laboratory  appliances,  to- 
gether with  the  hundreds  of  other  things  that  go  to  make  up  a  com- 
pletely equipped  of^ce.  In  the  absence  of  any  such  record  it  is  almost 
certain  that  the  insured  would  be  the  loser,  to  the  extent  of  a  very  large 
amount  of  the  insurance  money  to  which  he  would  have  been  entitled 
had  he  been  able  to  show  conclusively  that  he  was  possessed  of  a  certain 
amount  of  stock  at  the  time  of  the  fire. 

In  a  dental  practice,  the  book-keeping  can  be  done  readily  by  the 
practitioner.  The  cash  operations  can  of  course  be  entered  as  they  are 
made,  without  extra  trouble  whatever.  The  charge  accounts  have  to  be 
entered  any  way;  and  in  an  hour  each  week  all  the  other  business  of 
keeping  books  could  be  attended  to.  It  is  necessary  to  keep  accounts 
with  patients  as  definite  as  possible,  and  to  always  take  time  to  record 


THE  PRACTICE  BUILDER 


361 


intelligently  and  in  detail  the  work  as  soon  as  done,  and  while  being 
done,  if  it  is  to  extend  beyond  a  single  sitting.  Leave  nothing  to  mem- 
ory.   Let  the  book  tell  the  whole  story. 

The  books  necessary  for  a  full  set  of  records,  are:  First,  the  day- 
book. In  this  are  entered  all  the  transactions  of  the  business  side,  the 
dollar  side  of  the  practice.  All  the  work  done  for  cash,  all  the  work  done 
on  credit,  all  the  expenditures,  all  the  receipts,  and  all  the  bills  received 
are  entered  on  the  day  book.  This  is  in  fact  the  most  important  of  all, 
because  from  it,  if  the  other  books  were  lost,  a  complete  record  of  the 
business  could  be  made. 

The  cash-book  has  entered  in  it  all  receipts  and  expenditures  of 
cash.  A  memorandum  of  the  small  cash  items  may  be  kept  on  a  tab, 
and  at  the  close  of  the  day  the  sum  total  may  be  added  and  entered  as 
one  item.  A  balance  should  be  taken  from  the  cash-book  at  the  end  of 
a  week,  and  this  must  agree  with  the  amount  of  money  on  hand. 

Work  that  is  done  on  account  is  entered  in  the  day-book.  It  may  be 
mentioned  here  that  in  book-keeping  all  entries  are  made  precisely  as 
though  they  were  so  much  cash.  Work  that  is  done  is  charged  just  the 
same  as  though  it  were  so  much  cash.  Materials  that  are  received  from 
the  dental  dealers  are  charged  just  as  so  much  cash  would  be  credited, 
for  the  reason  that  all  material  is  reckoned  at  its  value  in  money. 

To  take  care  of  the  invoices,  a  bill-book  may  be  used,  or  a  file  may 
be  utilized  to  take  care  of  the  invoices  of  goods  received  from  the  depots. 
In  the  bill-book  all  bills  for  material  bought  are  posted  every  month, 
all  the  bills  from  one  house  being  placed  together  and  the  total  of  their 
amount  being  set  opposite  the  last  bill.  Rather  than  a  bill  book  we 
prefer  to  use  a  desk  file  (see  Office  Business  Fittings) ;  this  dispenses 
with  the  work  of  posting  and  adding,  while  the  bills  are  readily  acces- 
sible. 

The  record  of  the  amounts  of  the  bills  is  entered  in  lead  pencil  in  a 
suitable  book  (a  bills-payable  book  will  do).  As  received,  the  bills  are 
placed  in  the  current  month  in  the  desk  file  (see  OfiEice  Business  Fit- 
tings), and  when  ready  to  make  up  the  day-book  they  are  entered  on 
the  bill-book  and  checked  and  transferred  to  the  invoice  file,  as  ex- 
plained in  the  chapter  referred  to. 

The  ledger  is  the  book  wherein  a  condensed  account  of  all  the  trans- 


-52  THE    PRACTICE    BUILDER 

actions  of  a  business  arc  recorded.    A  ledger  account  is  always  divided 
into  two  separate  parts,  the  debit  and  the  credit. 

The  journal  is  used  to  exhibit  the  debits  and  the  credits  which  are 
derived  from  the  transactions  which  are  recorded  in  the  day-book. 
These  debits  and  credits  are  so  arranged  as  to  indicate  upon  which  side 
of  the  accounts  they  are  severally  to  be  placed  in  the  ledger.  Deciding 
upon  which  accounts  shall  be  debited  and  which  credited,  and  arrang- 
ing and  recording  these  debits  and  credits  in  proper  order  in  the  journal, 
is  called  journalizing.  The  sum  of  the  items  credited  must  be  equal  to 
the  sum  of  the  item  or  items  debited,  in  each  and  every  double  entry 
journal  entry. 

Debit  and  credit  are  terms  generally  used  in  book-keeping.  The 
term  debit  means  owing,  credit  means  being  owed.  These  terms  are 
frequently  abbreviated  and  written  Dr.  and  Cr.  The  application  of 
these  terms  relates  to  things  as  well  as  to  persons,  but  when  applied 
strictly  to  individuals  their  meaning  will  be  more  easily  understood. 

To  facilitate  the  keeping  of  a  set  of  books  we  have  been  in  the  habit 
of  using  a  Dental  Cosmos  Calendar,  or  a  Calendar  Desk  Pad,  hav- 
ing blank  space  below  the  date  for  memorandums  whereon  may  be 
placed  the  items  for  entering  in  the  day-book,  just  as  they  occur. 

We  present  herewith  an  explanation  of  book-keeping  suitable  to  the 
needs  of  practicing  dentists.  Those  who  do  not  as  yet  keep  a  double 
entry  set  of  books,  should  gather  together  all  the  bills  which  they  owe 
to  any  one  else,  and  should  make  out  the  amounts  of  bills  which  are  due 
to  the  practice.  Also  the  value  of  the  of^ce  furniture  and  fixtures,  books, 
implements,  and  the  amount  of  cash  on  hand,  including  what  may  be 
on  deposit  in  the  bank.  For  convenience  it  is  best  to  begin  the  set  on 
the  first  of  any  month,  as  the  total  amount  of  bills  due  to  any  one  firm 
may  thus  be  entered  in  a  lump  figure  as  represented  on  the  monthly 
statement  which  they  send  out  to  customers.  The  amounts  due  from 
patrons  of  the  office  mav  be  entered  in  individual  accounts,  and  these 
indexed  in  the  ledger  so  as  to  be  readily  accessible  on  the  first  of  every 
month,  that  bills  may  be  made  out  and  sent  promptly. 

In  buying  a  set  of  blank  books,  it  should  be  remembered  that  they 
are  intended  for  thirty  or  forty  years'  use;  hence  the  very  best  quality 
should  be  bought.     Books  that  are  leather  bound  throughout,  the  very 


THE  PRACTICE   BUILDER  363 

best,  can  be  had  for  eight  or  nine  dollars.  This  price  includes  a  ledger 
of  300  pages,  a  cash  book  of  300  pages,  a  day  book  of  450  or  500  pages, 
and  a  journal  of  450  or  500  pages. 

A  300  page  ledger  should  be  divided  off  as  follows : 

The  cash  account  should  have  about  50  pages.  Expense,  30  pages. 
Material,  30  pages.  Operative  Dentistry,  30  pages.  Plate  Work,  15 
pages.  Crown  and  Bridge  Work,  4  pages.  Extracting,  20  pages. 
Rent,  10  pages.  Personal  account  of  the  dentist,  20  pages.  Advertis- 
ing, 2  pages.  Individual  accounts  of  patients,  about  30  pages,  two  or 
three  accounts  to  the  page.  The  dental  dealer  most  patronized  by  the 
office  should  have  30  pages.  These  accounts  should  be  indexed  in  the 
ledger,  and  we  are  ready  for  work. 

Supposing,  now,  that  all  the  bills  against  the  office  have  been  got- 
ten together,  and  all  accounts  against  patients  have  been  made  out,  we 
are  ready  to  make  the  entries  in  the  day-book. 

The  proprietor  is  credited  for  his  investments,  and  for  any  sums 
afterward  put  into  the  business.  He  is  debited  for  his  liabilities  brought 
into  the  business,  and  for  all  sums  withdrawn.  A  person  is  debited, 
when  he  becomes  indebted  to  us  without  a  written  promise  to  pay,  and 
when  we  pay  him  anything  on  account.  He  is  credited,  when  we  be- 
come indebted  to  him  without  giving  a  written  promise  to  pay,  and  when 
he  pays  us  on  account. 

Cash  is  debited  when  we  receive  money,  and  credited  when  we  pay 
out  money.  Bills  Receivable  is  debited  v/hen  we  receive  other  people's 
notes,  and  credited  when  we  receive  payment  on  them,  or  otherwise 
dispose  of  them.  Bills  Payable  is  credited  when  we  give  out  our  notes, 
and  is  debited  when  we  pay  them  or  otherwise  redeem  them. 

Material  is  debited  for  its  cost,  and  is  credited  by  the  profits  when 
disposed  of. 

Expense  is  debited  for  items  of  outlay  in  carrying  on  the  business, 
not  charged  to  any  general  account.  It  is  credited,  when  anything  is 
produced  from  that  which  has  been  charged  to  expense. 

Other  accounts  are  embraced  in  the  general  rule  which  debits  any 
account  when  it  costs  value,  and  credits  it  when  it  produces  value.  To 
illustrate  we  give  a  few  forms: 


364 


THE   PRACTICE   BUILDER 


FORM   I. 
Day- Book. 


Material,  S.  S.  White  Dental  Mfg.  Co. 

Dr.  'Journal  Entry. 


$1  75 
Cr. 


Material 


$1  75  I  S.  S.  White  Dental  Mfg.  Co.        $1  75 


FORM  II. 
Day-Book. 


Gold  plate,  Mrs.  H.  White,        $75  00  '    Received  cash,  $50.     Balance  on  ac- 
count. 


Dr. 


'Journal  Entry. 


Cr. 


Mrs.  H.  White 
Cash 


$75  00      Plate  work 
50  00      H.  White 


$75  00 
50  00 


FORM  III. 
Day-Book. 


Bought  of  Consolidated  Dental  Mfg.  Co.     Operating  Chair, 
Paid  Cash,  $50  00.     Balance  on  account. 


Dr. 


Furniture  and  fixtures 


Journal  Entry. 


)  1 50  00 
Cr. 


J150  00      Cash  I     $50  00 

ll  Consolidated  Dental  Mfg.  Co.      100  00 


FORM   IV. 
Day-Book. 


Mrs.  J.  Williams,  Bridge  Work,  $100  00.     Operative  Dentistry  $50  00. 
Received  in  payment,  cash,  $50  00.     Balance  on  account,  $100  00. 


Dr. 


Journal  Entry. 


Cr. 


J.  Williams 
Cash 


3150  00 
50  00 


Bridge  Work 
Operative  Dentistry 
J.  Williams 


$100  00 
50  00 
50  00 


THE  PRACTICE   BUILDER 


365 


These  examples  show  that  there  may  be : 
One  debit  and  one  credit. 
Two  or  more  debits  and  one  credit. 
One  debit  and  two  or  more  credits. 
Two  or  more  debits  and  two  or  more  credits. 

We  now  proceed  to  exhibit  the  book-keeping  as  it  appears  in  a  den- 
tal practice : 

DAY  BOOK. 


i«9-. 
Oct.  I. 


Oct.  2. 

"    4- 
"    8. 

"    9- 
"  10. 


IS- 
16. 

24. 
25. 
28. 

31- 


Opened  up  a  set  of  books  with  the  following  Resources 
and  Liabilities  : 

Resources  : 

Furniture  and  Fixtures $400 

Instruments 250 

Books 100 

Laboratory  Apparatus  1 50     . 

Material 50 

Cash 400 

Individual  account,  F.  B.  Smith 


Liabilities  : 

S.  S.  White  Dental  Mfg.  Co   $80  50 — 

Paid  cash  for  rent,  September 

Operating,  Wm.  Watson,  cash 

Electric  light 

F.  B.  Smith,  paid  cash  on  account 

Paid  Assistant 

H.  F.  Apworth,  bridge  work  (as  per  Record  Book),  cash. 

Ad  in  Church  Programme .  . 

Printing  stationery,  cash 

Extracting 

O.  H.  Harding,  Miss  Flora,  correcting  irregularity,  charge. 

Mrs.  S.  M.  Moorehead,  par.  up.  gold  plate,  charge 

American  Dental  Publishing  Co..    CO.  D.,   1,000  copies 

"  American   Dental  Instructor,"   $30.00.     Express   and 

C.  O.  D.  charge,  45c 

Bridge  work,  Harrison  Clark,  cash  in  full   

Crown  (gold),  Hobart  Emmons,  cash 

Operating,  A   Mountell,  6  gold  fillings,  cash 

Plate  work,  full  denture,  Mrs.  Ames,  cash 

Plate  work,  partial  upper,  gold,  Mrs.  E.  B.  Wilmot... 

Bridge  work,  Mrs.  H.  F.  Parmelee,  cash 

Operating,   Allen  Coe,  2  gold,  $8.00;   3  amalgam,  $6.00, 

cash 

Plate  work,  Mrs.  J.  B.  Janes,  cash 


i>35o 

00 

50 

00 

80 

50 

25 

00 

17 

00 

2 

50 

25 

00 

3 

SO 

65 

00 

2 

00 

10 

00 

I 

00 

25 

00 

35 

00 

30 

4S 

175 

00 

10 

00 

25 

00 

24 

00 

30 

00 

125 

00 

14 

00 

12 

00 

366 


THE   PRACTICE   BUILDER 
JOURNAL. 


Dr. 


Ck. 


Oct.  I .      Furniture  and  Fixtures,  etc 

A.  H.  Blank 

Instruments 

A.  B.  Blank 

Books  

A.  B.  Blank 

Laboratory  Apparatus 

A.  B.  Blank 

Material 

A.  B.  Blank 

Cash 

A.  B.  Blank 

F.  B.  Smith    

Operative  Dentistry 

Material 

S.  S.  White  Dental  Mfg.  Co. 

Oct.  2.     Rent 

Cash 

Cash 

Operating 

"     4.     Expense 

Cash 

"     8.     Cash    

F.  B.  Smith 

"     9.     Labor 

Cash 

Cash 

Crown  and  bridge  work 

"   10.     Advertising 

Cash 

Expense  

Cash 

Cash 

Extracting 

O.  H.  Harding 

Regulating 

Mrs.  S.  M.  Aloorehead 

Plate  work 

"   II.     "Instructors" 

Cash  

"    13.     Cash 

Crown  and  bridge  work 

"    15.     Cash 

Crown  and  bridge  work 

"   16.     Cash 

Operating 

Cash 

Plate  work 

"  24.     Cash 

Plate  work 

Cash , 

Bridge  work 

"  28.     Cash 

Operative  dentistry 

"   31.     Cash 

Operative  dentistry 


400 

00 

$400 

250 

00 

250 

100 

CXD 

100 

150 

00 

150 

50 

400 

00 
00 

50 
400 

50 

CX) 

50 

80 

50 

80 

25 

00 

25 

17 

00 

17 

2 

50 

2 

25 

00 

25 

3 

50 

3 

65 

00 

65 

2 

00 

2 

10 

I 

00 
00 

10 

25 

00 

25 

35 

00 

35 

30 

45 

30 

175 

00 

175 

10 

00 

10 

25 

00 

25 

24 

00 

24 

30 

00 

30 

125 

00 

125 

14 

00 

>4 

12 

00 

12 

THE   PRACTICE   BUILDER 
CASH-BOOK. 


-h^l 


Dr. 


A.  B.  Blank. 
Operating  . . 
Receipts  . . . 


CASH-BOOK. 

Rent 

Electric  light 

Labor   

Advertising 

Printing 

Printed  matter  ("  Instructors  ") 

Balance  on  hand 


$400 

17 

25 

65 

I 

175 
10 

49 

30 

125 

14 
12 

923 

Cr. 

25 
2 

3 

2 

10 


$73 
849 


$923    I  00 


LEDGER. 


Dr. 


Cash. 


Or. 


I 

I 

$400 

2 

I 

17 

8 

2 

25 

9 

2 

65 

10 

3 

I 

13 

3 

175 

15 

4 

10 

16 

4 

25 

16 

5 

24 

24 

5 

30 

^^ 

t) 

125 

28 

6 

14 

31 

6 

12 

$923 

00 
00 
00 
00 
00 
00 
00 
00 
00 
00 
00 
00 
00 


Oct. 

2 

I 

$25 

4 

2 

2 

9 

2 

3 

10 

3 

2 

10 

3 

10 

II 

4 

30 

%n 

Bala 

nee 

on  ha 

nd 

$849 
$923 

368 


THE    PRACTICE    BUILDER 


Dr. 


LEDGER. 
A.  B.  Blank  (Proprietor). 


Cr. 


Oct. 

I 

I 
I 

I 

I 
I 

$400 
250 
100 
150 

50 
400 

i $1,350 

00 
00 
00 
00 
00 
00 

00 

Furniture  and  Fixtures. 

Oct. 

I 

I 

1 
$400 

$400 

00 
00 

MatcriaL 

Oct. 

I 

I 

I 

I 

$  50 

80 

1 

$130 

00 
50 

50 

In 

ventor 

y 

$40 

00 

Plate  Work. 

Oct. 

10 
16 
24 

5 

$35 
1         24 
'         30 

1       $89 

00 
00 
00 

00 

Instruments. 

Oct. 

I 

I 

1 

$250 

00 

Books. 

Oct. 

I 

1 

I 

$100 

00 

1             1 

1 

1             1 

THE  PRACTICE  BUILDER 
Laboratory  Apparatus. 


369 


Oct. 


$150 


Oct. 


Nov.     I 

I 


F.  B.  Smith. 


Balan  • 


$50    I  00 
$50     00 

25      00 


Oct, 


8 
31 

Balan 

ce 

$25 

25 

$50 

00 


S.  S.  W.  D.  M.  Co. 


Oct. 


50 


Operative  Dentistry. 


Oct, 


I 

$50 

2 

17 

16 

25 

28 

14 

31 

12 

$118 

GO 
00 
GO 
GO 
OG 


Crown  and  Bridge  Work. 


Oct 


9 

I 

$65 

13 

3 

175 

14 

3 

10 

25 

125 
$375 

GG 
00 
OG 
OG 


Rent. 


Oct. 


525        GO 


3/0 

THE    PRACTICE    BUILDER 
Expense. 

Oct. 

4 

lO 

I 
I 

$2 
lO 

50 

CX) 

50 

$12 

Extracting. 

Oct. 

10 

3 

$1 

$1 

Labor. 

Oct. 

9 

2 

$3 

5° 

Advertising. 

Oct. 

lO 

2 

$2 

00 

Instructors. 

Oct. 

II 

3 

$3° 

45 

In 

ventor  y 

$30 

45 

0.  H.  Harding. 

Oct. 

lO 

2 

$25 

00 

Regulating. 

Oct. 

10 

I 

$25 

00 

Mrs.  S.  M.  Moorehead. 

Oct. 

lO 

I 

$35 

00 

THE  PRACTICE  BUILDER 


371 


TRIAL  BALANCE. 


LEDGER  ACCOUNTS. 


Dr. 


Cr. 


Cash 

A.  B.  Blank 

Furniture  and  Fixtures 

Material 

Plate  work 

Instruments 

Books   

Laboratory  Apparatus  . 

F.  B.  Smith 

S.  S.  W.  D.  M.  Co.... 

Operative  dentistry 

Crown  and  bridge  work 

Rent 

Expense 

Extracting 

Labor 

"  Instructors" 

Advertising 

O.  H.  Harding 

Regulating 

Mrs.  S.  M.  Moorehead. 


$923 

GO 

400 

00 

130 

SO 

250 

00 

100 

00 

150 

00 

50 

00 

25 

GO 

12 

50 

3 

50 

30 

45 

2 

00 

25 

00 

35 

00 
95 

$2,136 

$73 
1.350 


25 


$2,136 


45 
00 


25     00 

80  I  50 

118     00 

375     00 


95 


372 


THE   PRACTICE   BUILDER 


STATEMENT,  October  31,  189-. 


Resources. 

Cash 

Furniture  Fixtures j 

Material 

Instruments ' 

Books I 

Laboratory  Apparatus ....    1 

F.  B.  Smith '. ' 

"  Instructors  "  (American  Dental  Instructor) 

O .  H .  Harding 

Mrs.  S.  M.  Moorehead 

Total ' 

Liabilities.  I 

S.  S.  White  Dental  Mfg.  Co | 

Resources i 

Liabilities 

I 
Present  worth  . . 

Gains. 

Plate  work 

Operative  dentistry . 

Crown  and  bridge  work 

Extracting 

Regulating    

Total 

Losses. 

Material 

Rent 

Expense  

Labor 

Total 

Gains 

Losses 

Net  gain 

A.  B.  Blank's  net  credit 

A.  B.  Blank's  net  gain 

A.  B.  Blank's  present  worth 


$849 

65 

400 

40 

250 

00 

100 

150 

25 

30 

45 

25 

25 

35 

00 

1,905 
80 


118 

375 
I 

25 


00 

50 


00 
00 
00 
00 
00 


80 

50 

25 

00 

12 

50 

3 

50 

662 

00 

121 

50 

1,350 

00 

540 

50 

$1,905 


$1,824 


50 


50 


$662 


$121 


$540 


$1,890 


50 


50 


50 


THE    PRACTICE    BUILDER  373 

It  is  a  fundamental  principle  in  double  entry  book-keeping,  that  the 
sum  of  the  debits  must  be  equal  to  the  sum  of  the  credits  in  each  and 
£^^r)/ journal  entry;  it  therefore  follows  that  the  sum  of  the  debits  of  all 
the  entries  must  be  equal  to  the  sum  of  \ki€\xcrcdits ;  if,  then,  the  journal 
entries  have  all  been  posted  correctly,  the  two  sides  of  the  ledger  must  be 
equal.  A  simple  test,  therefore,  is  made  by  adding  up  all  the  items  on 
the  debit  side  and  also  on  the  credit  side  of  the  ledger  accounts,  and  if 
the  two  footings  are  equal  it  is  accepted  as  evidence  that  the  ledger  is 
correct.  This  is  called  the  trial  balance,  and  has  been  shown.  Assum- 
ing that  the  journal  entries  were  correctly  made,  and  that  they  have  all 
been  correctly  posted  to  the  ledger,  the  equality  of  the  two  sides  is  satis- 
factory proof  of  its  correctness.  The  ledger  cannot  be  correct  unless 
the  'two  sides  are  equal,  but  there  may  be  equality  of  the  two  sides  and 
yet  the  ledger  may  be  incorrect,  by  reason  of  the  omission  of  one  or 
more  journal  entries,  or  by  posting  an  item  on  the  right  side  but  under 
the  wrong  account.  Still  it  is  a  useful  test,  and  when  care  is  taken  it 
is  generally  accepted  as  reliable. 

A  statement  of  results  is  obtained,  after  having  ascertained  that  the 
two  sides  of  the  ledger  are  equal,  by  taking  into  consideration  the  value 
of  any  property  on  hand,  which  is  not  shown  in  the  trial  balance.  The 
inventory  of  material  may  be  estimated  readily  by  reference  to  the  bills 
for  the  same,  which  have  been  received,  and  noting  whether  it  has  been 
used.  Things  which  have  a  cash  value  are  estimated  at  their  cost,  as  for 
instance,  "  The  American  Dental  Instructor." 


Handling  Patients 

"  The  successful  man  is  tJie  man  who  understands  human  nature,  as  well 
as  his  profession  " 

Upon  ability  to  tactfully  handle  patients,  depends  in  a  great  measure 
the  success  of  any  dentist.  We  all  know  men  who  are  not  specially  skil- 
ful, but  who,  by  reason  of  an  engaging  manner,  and  by  possession  of  a 
keen  insight  into  human  nature,  are  able  to  satisfactorily  conduct  the 
business  and  professional  sides  of  their  work,  and  to  materially  extend 
their  interests  and  reputation.  These  are  qualities  which  some  men 
possess  to  such  an  extent  that  they  could  not  lose  their  practices  except 
by  the  most  complete  carelessness. 

These  qualities  may  be  cultivated  by  all  men  to  some  extent,  accord- 
ing to  the  temperament.  But  some  men  are  so  lacking  in  urbanity 
and  approachableness  that  it  is  surprising  they  can  attract  patients, 
and  hold  patronage.  A  chilly  and  forbidding  presence  is  singularly  out 
of  place  in  a  dental  office ;  and  the  opposite  extreme  is  quite  as  unde- 
sirable. We  know  of  many  instances  where  dentists  began  their  prac- 
tice by  the  exhibition  of  that  suavity  so  essential  to  making  friends,  but 
\\  ho,  after  a  few  years,  became  careless  and  lost  all  outward  evidences 
of  affability.  It  is  at  such  a  period  in  a  man's  life  that  his  practice  comes 
to  a  stand-still.  Thus  it  is  that  there  are  so  many  men  whose  practice 
amounts  to  the  same  sum  year  after  year.  Their  ability  to  extend  their 
practice  does  not  seem  to  keep  pace  with  their  advance  in  ability.  The 
great  variety  of  temperaments  with  which  a  dentist  is  called  upon  to 
deal  makes  it  necessary  for  him  to  be  a  many-sided  man,  a  man  capable 
of  exhibiting  his  talents  to  good  advantage,  no  matter  with  whom  he 
may  be  transacting  business,  for  all  that  which  does  not  relate  to  the 
scientific  aspect  of  his  profession  is  business. 

374 


THE    PRACTICE    BUILDER  375 

The  handling  of  patients  does  not  differ  in  city  practice  from  that  of 
smaller  towns,  except  in  the  cases  of  extensive  advertising  practices. 
People  are  the  same  in  one  place  as  in  another — just  people.  The 
ability  to  handle  patients  successfully  arises  from  appreciation  of  dif- 
ferent temperaments  and  different  grades.  The  most  troublesome  peo- 
ple are  admitted  to  be  "  shoppers."  These  are  usually  women,  and  gen- 
erally married  women.  They  are  an  annoyance  to  nearly  every  dentist; 
few  escape  them.  In  the  cities  the  high-class  practitioners  are  not 
bothered  so  much  with  them ;  the  burden  of  attention  from  shoppers  is 
directed  chiefly  at  the  advertising  office,  so  that  those  who  are  known  to 
get  good  fees  for  their  work  and  who  charge  for  consultation,  escape 
them. 

Those  who  have  been  in  practice  for  two  or  three  years  come  to 
know  the  shopper  at  sight.  The  shopper  is  usually  a  member  of  the 
lower  grade  of  society,  but  not  always.  When  the  shopper  enters  the 
office  she  sometimes  asks  right  out,  before  anything  else  is  said,  what  the 
price  is  for  this  or  that  piece  of  work.  For  instance,  almost  before  the 
door  is  closed  behind  her,  she  says,  "  I  called  to  ask  what  you  charge 
for  making  false  teeth?  "  The  dentist  should  always  be  guarded  in 
answering  these  questions  in  order  to  make  sure  whether  the  person 
really  wants  teeth.  He  should  reply,  "  I  cannot  tell  what  the  fee  would 
be  until  I  see  the  mouth."  The  shopper  is  seated  in  the  chair,  and  is  al- 
ways careful  to  explain  that  she  "  didn't  care  to  have  the  work  done 
to-day,  and  just  called  to  get  your  advice." 

From  talk  of  this  kind  you  can  generally  be  sure  that  the  woman 
is  making  the  rounds  of  the  offices,  and  that  the  dentist  who  offers  the 
lowest  price  is  the  one  who  will  get  the  work.  If  you  are  bound  to  do 
the  work  even  if  you  have  to  do  it  at  loss,  you  will  probably  succeed  in 
taking  the  impression;  but  there  is  no  satisfaction  in  working  for  shop- 
pers, at  any  price.  If  you  do  the  work  they  will  attempt  to  stand  you  off, 
and  if  you  try  to  collect  they  will  be  continually  complaining  that  the 
plate  does  not  fit,  or  that  it  drops  down  when  they  go  to  speak,  or  that 
the  teeth  you  filled  hart  them,  or  that  just  as  soon  as  they  feel  all  right 
they  will  pay  you. 

People  who  pay  for  their  work  when  it  is  finished  seldom  if  ever 
complain ;  and  if  they  do,  some  slight  alteration  will  be  satisfactory  to 


376 


THE    PRACTICE    BUILDER 


them;  but  not  so  with  the  shopper,  especially  if  she  owes.  She  ex- 
l)ects  more  for  less  money  than  anyone  else,  and  she  will  put  you  to 
more  trouble  than  twenty  other  patients. 

Sometimes  a  person  will  come  into  the  office  for  work  and  will  ask 
you  what  you  charge  for  this  or  that  work,  and  may  engage  you  to  do 
it.  and  you  will  afterward  find  out  that  your  caller  has  been  to  every 
other  office  in  town.  You  may  do  the  work,  and  after  you  have  sent 
the  bill  (for  such  will  not  pay  cash),  you  will  find  that  you  have  been 
fooled.  It  does  no  good  to  dun  these  people.  If  you  persist  they  will 
lie  about  it  in  such  an  artful  and  vigorous  manner  that  they  will  hurt 
your  practice  and  influence  many  good  people  against  employing  you. 

It  is  a  good  plan  to  shut  off  the  shoppers  by  giving  them  a  cold 
shoulder;  when  they  ask  wdiat  you  would  charge  to  do  this  or  that 
work,  mention  a  fee  ten  or  twenty  times  higher  than  regular  prices. 
Sometimes  a  shopper  goes  from  one  office  to  another,  and  when  the 
dentist  tells  her  how  much  he  will  charge  she  will  say,  "  Oh,  I  can  get  it 

done  at  's  for  a  good  deal  less  than  that."    To  the  question  of  a 

typical  shopper,  asking  what  would  be  charged  for  a  piece  of  work,  the 
reply  was  given  that  it  would  be  two  and  a  half.  "  Two  dollars  and  a 
half?  "  "  Oh,  no.  Two  hundred  and  fifty  dollars."  She  nearly  had  a 
hemorrhage  when  she  heard  it.  She  looked  in  stupefied  amazement, 
but  she  was  game.  "  I  could  not  afiford  that  just  now,"  she  said.  "  I 
believe  I'll  have  to  wait  awhile."  In  speaking  about  it  to  another  den- 
tist, she  said,  "  He  spoke  of  that  as  if  he  never  did  any  work  for  less  than 
a  hundred  dollars." 

There  arc  people  who  come  into  a  dental  office  and  start  in  to  tell 
about  their  teeth,  then  they  tell  about  their  husbands'  teeth;  then  their 
children's  teeth;  then  their  mother's,  and  father's,  and  brother's  and  all 
their  relatives'  until  the  dentist  is  almost  ready  to  explode  in  an  attempt 
to  hold  his  temper.  If  it  is  operating  that  will  permit  the  use  of  the 
rubber  dam,  put  it  on  by  all  means,  for  if  you  do  not,  you  will  never  get 
through  with  the  work.  These  persons  are  in  nearly  every  instance 
women,  and  they  are  not  content  to  go  when  their  work  is  finished,  but 
stand  around  talking,  thus  keeping  the  dentist  at  the  door  for  a  half  hour 
or  more.  If  you  are  tactful  you  will  have  the  door  open  and  the  patient 
gracefully  shown  into  the  hallway  almost  before  she  knows  it,  and  have 


THE  PRACTICE  BUILDER 


377 


it  done  so  politely  that  she  will  speak  to  her  friends  of  your  gentle 
manner. 

Sometimes  persons  will  enter  the  office  and  state  that  they  want  this 
or  that  work  performed,  saying  they  want  good  work,  and  are  willing 
to  pay  for  it,  but  not  until  satisfied  that  it  is  all  right;  that  they  have 
been  to  two  or  three  dentists  before  and  never  received  satisfaction,  and 
that  they  do  not  intend  to  pay  for  any  more  dental  work  until  they  are 
sure  it  is  all  right.  Tell  these  people  right  on  the  start,  no  matter  how 
prominent  they  may  be,  socially  or  financially,  that  you  cannot  under- 
take to  do  work  on  such  conditions,  that  if  they  care  to  have  you  do 
their  work  they  must  conform  to  the  same  conditions  other  people  do; 
that  they  take  no  more  risk  than  any  one  else,  and  if  they  wish  you  to  do 
the  work  these  are  the  only  conditions  upon  which  it  will  be  attempted; 
and  if  the  work  is  very  expensive,  tell  them  frankly  and  plainly  that 
you  must  have  a  deposit  in  advance,  because  you  have  to  pay  for  your 
material  whether  or  not  the  work  is  successful,  and  you  will  engage  in 
no  work  that  may  mean  a  possibility  of  loss  in  cash. 

It  is  understood  that  most  persons  of  the  better  sort  want  the  very 
best  work,  irrespective  of  cost,  and  when  a  patient  applies  for  work,  a 
dentist  should  understand  his  rank,  and  should  not  suggest  the  per- 
formance of  a  grade  of  work  below  what  his  position  in  life  entitles 
him  to  receive.  For  instance :  The  wife  of  a  man  whose  wealth  is  such 
that  he  can  afford,  if  necessary,  to  send  her  to  a  large  city  to  a  celebrated 
specialist,  should  not  have  it  suggested  to  her  that  she  should  have 
a  rubber  plate  inserted.  A  denture  of  continuous  gum  or  gold  plate 
should  be  suggested,  and  she  should  be  told  the  great  advantages  of 
these  over  the  rubber  base,  and  be  allowed  to  indicate  her  preference 
in  the  matter  of  the  base  and  the  cost  of  the  same.  Some  men  are  so 
accustomed  to  doing  work  for  people  who  want  something  cheap  that 
they  do  it  for  every  one,  without  consulting  the  wishes  of  the  patient; 
consequently  many  people  are  wearing  cheap  artificial  dentures  who  are 
perfectly  able  to  have  the  best,  because  the  dentist  never  explained  the 
matter  to  them,  and  who,  if  they  had  known,  would  have  been  satisfied 
with  nothing  but  the  very  best. 

There  should  be  no  attempt  to  cater  for  the  patronage  of  complain- 
ing people;  they  are  useless,  and  dangerous.    It  would  be  better  for  one 


378 


THE    PRACTICE    BUILDER 


not  to  liavc  them  apply  to  him,  and  if  he  docs  their  work  he  will  find  that 
eventually  they  will  complain,  no  matter  how  conscientiously  he  does 
it.  They  are  constantly  changing  dentists,  and  the  most  skilful  man 
cannot  hold  their  patronage.  The  temporary  gain  through  doing  their 
work  will  be  more  than  counteracted  by  the  condcnuiation  which  they 
heap  upon  the  dentist.  They  are  people  who  rarely,  if  ever,  sjjeak  well 
in  private  of  any  one,  and  of  a  physician  or  dentist  they  seem  to  think 
they  have  a  perfect  right  to  say  anything  they  please. 

Again,  there  are  some  people  whose  temperaments  are  such  that 
their  presence  is  like  sunshine,  and  it  is  a  pleasure  to  work  for  them; 
their  simple  "  Thank  you.  Doctor,"  being  more  gratifying  than  the 
amount  of  the  fee,  while  there  are  others  who  cast  a  gloom  over  one, 
and  who  grumble  continually.  There  are  some  women  so  trying  to  the 
nerves  that  it  is  almost  impossible  to  do  justice  to  the  work.  Many 
operators  have  been  utterly  worn  out  after  a  short  appointment  with  a 
person  of  this  kind.  A  practitioner  will  serve  his  own  and  the  patient's 
best  interests  if  he  will  honestly  tell  such  an  one  that  he  cannot  work  for 
her;  or  if,  when  she  applies  for  a  second  appointment,  he  will  not  find 
it  convenient  to  make  one.  We  know  several  men  who  tell  the  patient 
plainly  that  they  think  some  other  dentist  could  do  the  work  more  satis- 
factorily for  her.  This  is  the  proper  thing  to  do ;  it  is  manly  and  candid, 
and  it  is  wholly  in  accordance  with  professionalism. 

All  dentists  should  remember  that  all  people  arc  children  in  the 
dental  chair.  A  gentle,  soothing  manner  goes  far  toward  winning  con- 
fidence. It  is  helpful  to  a  dentist  to  have  his  own  teeth  filled  once  in  a 
while,  so  that  he  may  appreciate  the  feelings  of  the  patient.  He  will 
know  then  that  it  is  not  proper  to  approach  the  patient  w'ith  a  clatter  of 
instruments  and  a  rattling  of  draw'ers,  and  to  make  the  engine  run  like 
all  possessed;  but  he  will,  on  the  contrary,  approach  the  patient  with 
every  possible  care,  parting  the  lips  gently  with  fingers  that  are  not 
cold  and  clammy;  he  will  operate  the  engine  so  as  to  make  the  least 
noise,  and  as  slowly  as  is  compatible  with  efficient  work.  If  it  is  neces- 
sary to  employ  hand  instruments,  such  as  excavators,  etc.,  he  will  use 
them  as  gently  as  possible,  and  if  it  is  necessary  to  adjust  the  rubber 
dam,  he  cannot  too  early  cultivate  the  practice  of  swabbing  the  gums 
carefully  with  a  six  to  ten  per  cent,  preparation  of  cocaine,  and  by  so 


THE   PRACTICE    BUILDER  37^ 

doing  earn  the  everlasting  praise  of  his  patient.  The  gums  are  thereby 
protected  from  the  painful  adjustment  of  the  silk  ligature.  These  are  the 
little  things  that  count. 

The  manner  in  which  the  dentist  greets  and  dismisses  his  patients 
has  much  to  do  with  raising  or  lowering  him  in  their  esteem.  A  cold 
"  Good-morning,"  ''  Take  a  chair,"  "  What  can  I  do  for  you?  "  in  a  cold, 
heartless,  business  tone  of  voice,  strikes  like  ice  on  the  nerves  of  a  person 
who  has  been  for  weeks,  even  months,  trying  to  get  his  courage  up  to 
the  point  of  going  to  the  dentist;  on  the  contrary,  there  should  be  a  kind 
look,  a  pleasant  smile,  a  friendly  greeting,  a  tender  solicitude  such  as 
we  would  extend  to  a  child.  There  should  be  a  kind  assurance  that  you 
will  be  as  gentle  as  possible,  and  all  through  the  operation  words  of 
sympathy  should  be  given  as  well  as  looks  of  kindness,  a  gentle  pat  on 
the  head,  and  a  soothing  "  we'll  soon  be  through  now — "  "  just  a  little 
bit  longer."  Dental  operations  are  not  a  luxury,  but  a  dreaded  neces- 
sity; and  an  understanding  of  human  suffering  and  gentle  solicitude  rec- 
ommend themselves  to  those  who  must  suffer  the  trying  ordeal  of  the 
dental  chair.  The  dentist  can  impress  his  kindness  and  skill  so  firmly  on 
the  mind  and  appreciation  of  his  patient  as  to  oftentimes  expel  fear  and 
nervousness,  and,  in  other  instances,  induce  the  endurance  of  pain  that 
would  be  otherwise  impossible. 

The  extent  and  good  influence  of  kindness  in  the  performance  of 
dental  work  cannot  be  estimated,  and  it  is  within  the  reach  of  every  man 
who  adopts  dentistry  as  a  profession.  The  man  in  any  profession  who 
is  honest  and  diligent,  and  who  has  average  intelligence,  will  soon 
acquire  sufficient  skill  to  do  substantial  work  and  render  service  to  his 
fellow-men;  but  unless  he  also  possesses  the  finer  elements  of  kindness 
and  sympathy  toward  suffering  and  sorrow,  he  is  unfitted  for  the  prac- 
tice of  his  profession,  and  should  confine  his  attention  to  laboratory 
work ;  otherwise  he  cannot  rise  above  the  lower  ranks.  When  the  pa- 
tient is  about  to  depart  it  is  proper  for  the  dentist  to  accompany  her 
personally  to  the  door,  even  if  he  has  a  young  lady  assistant;  and  a  few 
moments  of  pleasant  conversation  and  expression  of  regret  that  you 
were  compelled  to  hurt  a  little,  are  at  least  an  assurance  to  the  patient 
that  you  were  not  intentionally  rough,  and  are  sorry  that  the  nature  of 
your  work  is  such  that  pain  accompanies  it  through  no  desire  of  yours. 


38o  THE   PRACTICE   BUILDER 

When  a  patient  enters  the  offiee  many  extend  a  hand  and  give  a 
warm  grasp  and  a  hearty  shake  of  welcome.  There  is  no  doubt  that  this 
is  verv  reassuring  to  the  patient,  and  is  certainly  more  pleasant  than  a 
stonv  good-morning.  We  have,  in  common  with  many  surgeons,  al- 
ways refrained  from  this,  because  we  were  always  bus\-  and  the  hands 
were  sometimes  soiled.  We  have  found  it  to  be  very  gratifying  to  the 
patient  to  be  called  by  name  at  the  moment  of  entrance,  and  have  made 
it  a  practice  to  remember  names. 

When  a  patient  goes  to  the  trouble  of  recommending  a  dentist  to  a 
friend,  and  even  accompanies  the  patient  to  the  of^ce  to  introduce  her, 
one  should  show  his  appreciation  by  thanking  his  patron,  and  if  the 
person  recommending  the  patient  does  not  accompany  her  to  the  office, 
but  the  patient  mentions  the  fact  that  she  was  sent  by  another  patron, 
the  dentist  should  send  a  polite  note  to  his  client  thanking  her  for  being 
so  thoughtful. 

In  every  city  and  in  every  practice  there  are  some  fast  women,  and 
it  requires  tact  to  handle  their  patronage,  or  to  dispense  with  it,  as  the 
conditions  may  demand.  It  is  well  known  that  these  people  pay  cash, 
and  the  conditions  governing  practice  in  the  locality  must  be  considered. 
In  some  towns  the  practice  is  evenly  divided;  one  dentist  has  as  large 
a  share  of  high-class  practice  as  another,  and  as  large  a  share  of  every 
other  class  as  any  other;  and  while  the  more  desirable  element  may  be 
evenly  divided,  all  other  classes  are  also  evenly  divided.  So  a  dentist 
is  rarely  found  whose  practice  is  composed  altogether  of  the  best  pa- 
trons, and  equally  true  is  it  that  rarely  is  one  found  whose  patronage  is 
made  up  wholly  of  the  least  desirable  clients. 

Fast  women,  as  a  class,  do  not  usually  patronize  one  dentist,  but  each 
dentist  has  a  share  of  their  work.  If  a  man  is  in  possession  of  a  very  ex- 
clusive patronage,  he  must  exercise  some  judgment  in  this  matter.  If 
he  is  in  the  habit  of  performing  work  for  such  people,  he  must  be  careful 
that  they  are  not  brought  in  contact  with  his  other  patrons,  and  he 
should  see  to  it  that  appointments  for  them  are  not  made  on  the  same 
day  that  work  is  to  be  done  for  persons  of  the  better  sort.  Nothing 
could  be  more  harmful  than  to  have  it  become  generally  known  that  he 
has  all  the  fast  women.  The  peculiar  nature  of  his  work  and  the  popular 
dread  of  infectious  diseases  render  this  phase  one  to  be  considered  with 


THE   PRACTICE   BUILDER  381 

great  seriousness.  It  would  appear  to  be  unnecessary  to  caution  the 
practitioner  against  indulging  in  familiar  conversation  with  these  peo- 
ple. Besides,  if  the  dentist  allows  one  of  them  to  talk  with  freedom  in 
his  office,  one  or  more  of  his  favorite  patients  may  walk  in;  then,  when  it 
is  too  late,  he  will  wish  he  had  never  seen  the  other. 

There  are  just  two  ways  of  successfully  handling  these  persons:  one 
is  to  select  an  hour  or  day  when  no  interruption  is  expected  from  more 
desirable  patrons,  and  the  other  is  to  allow  some  one  else  to  get  their 
patronage.  When  the  latter  is  the  wish  of  the  dentist,  all  he  need  say, 
without  asking  them  to  be  seated  in  the  chair,  is  that  his  time  is  taken  up; 
and  to  state  that,  ov/ing  to  the  condition  and  structure  of  the  teeth,  it 
would  be  best  to  consult  another  dentist.  When,  however,  the  dentist 
does  not  discover  until  after  the  person  has  left  the  office  that  she  be- 
longs to  the  class  under  consideration,  it  is  proper  for  him  to  address  her 
by  mail  and  state  that  it  will  not  be  convenient  for  him  to  keep  his  ap- 
pointment, and  that  since  the  time  following  is  so  closely  taken  up,  it 
would  be  best  not  to  wait  for  him. 

Of  all  the  crotchety  people  that  a  dentist  is  called  upon  to  work  for, 
there  is  not  one  who  equals  the  old  maid.  There  may  be  some  who  are 
mild-mannered  and  gentle,  but  we  have  failed  to  meet  them.  No  matter 
how  carefully  the  work  is  done,  they  find  cause  for  complaint,  and  keep 
it  dragging  to  such  an  extent  that  it  is  a  source  of  greatest  relief  to  get  it 
ofif  one's  hands.  Better  by  far  to  get  out  of  doing  it  at  all,  than  to  be 
compelled  to  hear  reports  of  dissatisfaction. 

Theatrical  people  are  generally  undesirable  patrons  during  their 
travels  at  one-night  stands;  but  when  in  large  cities  they  are  good 
patrons,  especially  the  ladies.  So  long  as  the  operations  are  simple,  they 
are  all  right;  but  when  the  work  demands  pulp  treatment,  devitalization, 
and  canal  work,  it  is  exceedingly  unsatisfactory;  especially  when  they 
can  stop  but  a  few  days.  The  practitioner  should  refuse  to  do  anything 
of  this  kind  for  them,  no  matter  how  favorable  the  temperament  may 
be,  because  of  the  troubles  which  are  likely  to  follow,  the  nature  of  the 
comments  that  may  be  made,  and  the  likeHhood  of  dissatisfaction  on 
the  part  of  the  patient. 

Care  should  be  taken  to  avoid  cultivating  an  extracting  patronage, 
that  is  to  say,  a  class  of  people  who  believe  in  having  teeth  removed 


3S: 


THE    PRACTICE    BUILDER 


ratlicr  than  saved;  and  who  say,  "  have  it  out  and  be  done  with  it."  By 
catering  to  this  patronage,  which  is  not  enduring  and  is  not  the  kind 
that  makes  good  dentists,  a  man  gets  a  reputation  for  being  a  good 
extractor,  but  good  for  nothing  else;  and  when  people  want  impor- 
tant work  done  they  go  to  some  one  else.  When  the  practice  is  too 
much  of  this  kind  it  indicates  stagnation,  and  demands  prompt  action 
to  prevent  one  from  falling  into  the  rut  of  the  plate  worker.  Plate  work 
is  not  the  most  reliable  foundation  on  which  to  base  a  modern  practice 
that  aims  to  be  above  the  ordinary.  In  the  large  cities  generally  plate 
work  is  not  considered  a  factor  of  great  importance  to  the  permanent 
well-being  of  the  practice,  and  one  nearly  always  depends  for  extension 
of  patronage  upon  operative  work,  and  for  professional  prestige  upon 
special  operations. 

We  have  also  a  warning  word  to  those  who  have  offered  to  them  the 
county-house  or  poor-house  work.  There  is  no  advantage  in  doing  this 
work,  from  any  point  of  view;  it  lowers  the  practitioner  in  the  esteem 
of  his  better  patrons,  and  savors  of  cheapness.  No  attempt  should  be 
made  to  acquire  this,  or  any  other  petty  position,  as  such  are  undesirable 
in  every  way,  not  to  mention  the  great  loss  of  time  in  attending  to  the 
work. 

A  dentist  should  not  show  partiality  ordinarily;  but  in  every  prac- 
tice there  is  a  class  that  is  more  appreciative  of  earnest  efforts.  As  there 
are  grades  and  distinctions  in  every  walk  of  life,  it  is  but  natural  that  the 
dentist  should  come  to  realize  the  difference  and  should  conduct  himself 
accordingly.  If  some  people  show  a  higher  appreciation  of  the  dentist 
than  others,  it  is  only  right  that  he  should  recognize  this  fact  by  such 
attentions  as  are  compatible  with  his  duty.  His  conversation  should  be 
adapted  to  the  patient,  if  there  is  occasion  to  indulge  in  conversation, 
and  we  are  of  a  belief  that  a  tendency  to  talk  should  not  be  cultivated 
by  the  dentist.  He  should  sviit  himself  to  the  patient's  pleasure  in  this 
matter,  and  should  refrain  from  personalities. 

When  a  lady,  a  member  of  the  better  class,  enters  the  office,  the  treat- 
ment accorded  her  should  be  in  conformity  with  her  position.  For  in- 
stance, upon  entering  she  says,  "  Good-morning,  Doctor  Blank.  I  am 
Mrs.  Waters." 

"  How  do  you  do,  Mrs.  Waters.  I  am  glad  to  know  you.  Will  you 
not  be  seated?  " 


THE   PRACTICE   BUILDER  383 

"  Yes,  thank  you." 

A  few  moments'  pleasant  conversation  to  put  the  patient  at  her  ease 
may  be  indulged  in,  and  at  an  appropriate  moment  the  dentist  may  hes- 
itate in  an  expectant  manner,  and  the  patient  will  then  proceed  to  ex- 
plain her  case. 

"  I  have  come,  Dr.  Blank,  to  have  you  examine  my  teeth  and  make 
an  appointment  to  have  some  work  done,  if  you  find  it  necessary." 

"  Very  good.  Please  be  seated  in  the  operating  chair,  and  I  will 
ascertain  the  condition." 

The  examination  is  made,  the  condition  of  the  denture  reported,  and 
the  appointment  is  set;  the  patient  is  bowed  out  of  the  office  with  a  few 
appropriate  remarks,  and  the  interview  is  ended. 

Enter  another  patient. 

"  How  much  do  you  hev  fer  haulin'  teeth?  I  hev  a  stumick  tooth 
here  that's  ben  a  botherin'  me  for  a  long  while.  Now  I'm  goin'  to  hev 
it  out  and  be  done  with  it." 

A  finger  is  here  rammed  half  way  down  her  throat  to  show  the 
operator  just  where  the  tooth  is. 

"  It  will  cost  you  fifty  cents  to  have  it  taken  out  without  pain." 

"  You  don't  say.    Why,  my  sister  had  one  hauled  up  at 's,  and 

he  only  charged  her  a  quarter.  You  look  kinder  young.  Hev  you 
hauled  many  teeth?  'Pears  to  me  yer  a  little  high,  ain't  you?  Some  den- 
tises  only  charges  a  quarter.  That's  enough,  'pears  to  me,  for  sich  a 
little  job.  Stid  of  me  payin'  you,  'pears  to  me,  you  hed  ought  to  pay  me. 
Fifty  cents,  eh?  Well,  go  ahead,  but  mind  ye,  if  it  hurts  I  won't  pay  you 
a  cent.  I've  ben  a  threatenin'  an'  a  threatenin'  to  have  all  my  teeth 
jerked  an'  new  ones  put  in.  Do  you  charge  extry  fer  temp'rance  set? 
Nearly  all  my  double  teeth  is  so  bad  I  can't  chaw  on  'em  an'  I  ort  to 
had  'em  out  years  ago,  but  I'd  ruther  go  to  a  butcher  shop  any  day  than 
to  a  dentical  office.    Now  go  easy  Dock  an'  when  I  holler  you  let  go." 

Why  should  this  second  person  be  treated  with  the  consideration 
that  is  accorded  the  first?  The  difference  in  the  grades  may  be  em- 
phasized rather  strongly,  but  it  is  done  for  the  purpose  of  more  clearly 
showing  the  contrasts  that  are  every  day  brought  before  the  observation 
of  most  practitioners  in  dentistry. 

The  dentist  must  adapt  himself  to  handling  this  second  class  in  a 


3^4 


THE   PRACTICE   BUILDER 


inaniKT  most  beneficial  to  himself,  but  he  slioukl  not  under  any  circum- 
stances allow  these  persons  to  kill  time  by  arguments  of  any  kind.  It 
is  far  better  to  do  no  work  for  a  person  of  the  second  class  illustrated, 
when  one  of  such  propensities  applies  for  work.  There  is  nothing  in  it 
any  way,  and  it  does  a  practice  no  good  to  have  these  persons  seen  as 
patrons  of  the  office.  Currying  favor  with  them  may  secure  their 
patronage,  but  as  we  have  intimated,  their  patronage  is  dangerous  to 
the  business  interests  of  a  practice  aiming  to  secure  a  clientele  of  the 
better  class.  Judgment  is  more  necessary  here  than  in  any  phase  of  the 
practice  of  dentistry;  judgment  means  much,  it  means  everything. 


Popular  Dental  Education 

"  The  noblest  motive  is  the  public  good'''' 

One  of  the  most  important  considerations  demanding  the  attention 
of  the  dental  profession,  is  that  which  pertains  to  the  instruction  of  pa- 
tients in  all  that  relates  to  the  care  of  the  natural  teeth,  and  information 
regarding  the  various  forms  of  artificial  substitution.  Such  instruction 
is  the  duty  of  every  practitioner,  and  yet  it  would  appear  that  it  is  not  so 
considered  by  the  profession  in  general. 

If  a  systematic  course  had  been  pursued  from  the  earlier  days  of 
modern  dentistry  to  the  present  time,  there  would  be  a  greater  apprecia- 
tion on  the  part  of  the  public  for  dental  work,  and  there  would  be  more 
work  done,  by  one  hundred  per  cent.,  than  there  is  at  present.  The 
fact  that  this  was  never  attempted,  so  far  as  any  methodical  effort  is  con- 
cerned, or  if  attempted  at  all  was  so  inadequately  performed,  is  re- 
sponsible for  the  lack  of  attention  which  the  public  has  displayed  with 
reference  to  this  most  important  subject.  It  is  not  only  the  duty  of  the 
dentist  to  impart  it,  but  it  is  the  right  of  the  patron  to  expect  such  in- 
struction. 

The  dental  profession,  in  the  journals  and  by  addresses  and  discus- 
sions in  the  societies,  have  devoted  gallons  of  ink  and  stacks  of  paper, 
and  have  consumed  hours  of  time  in  the  discussion  of  the  education  of 
the  dentist  and  of  the  need  for  reform  in  the  present  system  of  educating 
him;  but  to  this  question  of  educating  the  public,  little  attention  has 
been  given. 

From  the  earliest  history  of  professions,  it  has  been  the  custom  to 
wrap  the  sciences  in  the  garb  of  mystery.  One  efifect  of  this  was  to  keep 
the  public  from  knowing  how  much  the  professions  didn't  know.  Lat- 
terly this  has  been  superseded  by  a  desire  on  the  part  of  professional 

385 


386 


THE    PRACTICE    BUILDER 


men  to  acquaint  the  general  public  with  the  advances  made  in  their  sev- 
eral sciences,  and  the  effect  has  been  most  beneficial,  resulting  in  a 
higher  appreciation  on  the  part  of  the  public  for  the  professions  which 
have  thus  indicated  their  liberality. 

A  writer  of  force  and  grace,  speaking  on  this  theme  in  the  Dental 
Cosmos,  stated  the  condition  so  well  that  we  cannot  do  better  than  to 
present  the  matter  herewith. 

■■  To  those  to  whom  the  subject  of  personal  appearance  counts  but 
little,  who  know  nothing  of  enunciation  as  a  fine  art,  who  never  plan  for 
future  comfort  and  health,  or  with  whom  hygiene  and  cleanliness  is  a 
vague  fancy  unworthy  of  serious  consideration,  a  tooth  is  of  little  value. 
Outcropping  popular  notions  concerning  the  importance  of  dentistry 
are  often  humiliating,  indicating  vividly  and  truly  our  position  among 
the  professions. 

"  Lack  of  professional  qualifications  and  of  moral  responsibility  to 
some  extent  now,  but  more  especially  in  the  past,  are  responsible  for 
this  lack  of  confidence  in  us.  Promises  unsupported  by  actions  belittle 
us  professionally.  Indiscriminate  harm  is  worked  by  destroying  public 
confidence.  The  miserable  inefficiency  and  deceit  of  the  dregs  of  the 
profession  is  recognized  by  the  few.  but  not  by  the  many. 

"  There  are  millions  of  teeth  being  sacrificed  because  the  masses  do 
not  know  the  possibilities  of  our  art.  Thousands  are  suffering  agony 
untold  because  they  do  not  know  where  to  get  relief,  or  have  not  the 
educated  courage  to  apply  to  a  dentist.  Occasionally  people  die  from 
causes  that  we  should  understand,  and  can  remedy  better  than  anyone 
else;  at  the  same  time  there  are  many  of  us  impatiently  sitting  in  our 
offices  waiting  to  sell  our  services  to  just  such  people.  With  a  lack  and 
a  want  of  dental  services  on  the  one  hand,  and  a  lack  and  a  want  of  em- 
ployment on  the  other,  matters  are  left  to  balance  themselves  somehow. 
There  are  a  great  many  thousand  dentists  in  the  United  States  of  whom 
many  are  desperately  idle,  while  there  is  dentistry  enough  undone,  that 
should  be  done,  to  satisfy  fifty  thousand,  \\hat  is  lacking  is  some 
method  of  establishing  a  change  of  sentiment  on  the  part  of  the  public, 
giving  information  concerning  their  dental  needs  and  possible  better- 
ment, directing  attention  to  the  proper  source  of  service,  etc.,  denounc- 
ing bad  and  announcing  good,  thus  counteracting  the  efifect  of  fraudu- 


THE    PRACTICE    BUILDER  387 

lent  and  inefficient  practices.  The  needs  of  the  people  and  the  needs  of 
the  dentist  should  be  made  to  fit  each  other.  Such  a  way  should  have 
the  support  of  the  best  elements  in  the  profession,  but  should  not  be 
perverted  to  support  its  selfish  ends  to  the  exclusion  of  popular  need. 
It  should  be  attractive  to  the  average  practitioners,  and  if  possible  to 
those  on  the  lower  rounds  of  the  professional  ladder.  To  meet  these 
requirements  it  must  be  in  an  educational  way.  The  benefits  likely  to 
result  from  the  popularizing  of  such  information  have  been  seen  and 
discussed,  but  no  acceptable  plan  devised.  The  subject  should  not  be 
shelved. 

"  With  everybody  needing  dental  aid,  and  large  additions  to  our 
ranks  being  made  yearly,  some  modern  means  of  conveying  thoughts 
sure  to  be  of  benefit  to  mankind  seems  a  logical  necessity.  It  is  but 
concrete  professionalism  and  common-sense  combined. 

"  Among  the  various  plans  proposed  for  the  dissemination  of  a 
proper  knowledge  of  the  teeth,  and  of  their  importance  to  the  human 
economy,  some  have  been  good  and  some  have  been  either  impracti- 
cable or  unworthy  of  attention;  but  the  more  important  plans  suggested 
are  presented  for  the  consideration  of  the  reader.  First :  That  the  edu- 
cation of  the  masses  can  best  be  attained  by  introducing  into  the  studies 
of  the  public  schools  certain  fundamental  principles  of  dentistry,  bring- 
ing into  prominence  the  oral  cavity  as  the  beginning  of  the  alimentary 
canal  and  its  relations  thereto.  It  is  there  that  instruction  of  the  young  is 
effected  in  a  simple  way  and  by  the  most  approved  methods.  These 
impressions  should  be  made  in  youth,  which  is  the  most  effective  period 
of  life.  Proper  instruction  would  supply  knowledge  of  lasting  benefit, 
the  importance  of  which  the  public  does  not  realize  from  the  fact  that  it 
is  almost  totally  ignorant  of  the  conditions  and  results  which  prevail  in 
the  mouth.  Professor  Miller  has  given  a  potent  reason,  by  tabulated 
proofs  of  undoubted  authenticity,  that  no  fewer  than  thirty-eight  dif- 
ferent infections  may  be  traced  with  more  or  less  directness  to  the 
human  mouth  as  the  focal  or  starting-point. 

"Second:  By  causing  to  be  inserted  in  the  current  text-books  on 
physiology,  well  written  chapters  on  the  teeth  and  their  conditions,  and 
the  methods  for  their  protection. 

"  Third :  Arranging  at  the  annual  meeting  under  the  auspices  of  the 


388 


THE   PRACTICE   BUILDER 


State  Dental  Society,  before  the  close  of  the  session,  a  public  lecture  or 
lectures  to  which  a  general  invitation  be  extended  to  the  public  at  large 
and  to  teachers  in  particular.  The  efforts  in  this  direction  shall  be  in 
the  nature  of  popular  and  well  written  treatises  on  the  teeth,  and  their 
allied  parts,  their  function  in  mastication  and  importance  in  the  proper 
digestion  of  food,  etc.,  which  cannot  but  result  in  the  enlightenment  of 
the  people  as  to  the  importance  of  our  calling,  and  also  demonstrate  to 
them  the  following  facts,  viz. :  that  a  clean  mouth  is  as  essential  to  health 
as  a  clean  skin ;  that  preventive  and  protective  measures  there  are  as  im- 
portant as  the  protection  of  any  other  part  of  the  body,  and  that  the  care 
of  the  mouth  is  as  much  a  duty  as  the  purchase  of  food  with  which  to 
fill  it. 

"  Fourth:  By  appointing  an  educational  committee,  which  shall,  if 
necessary,  appoint  its  subcommittees  consisting  of  members  of  the  State 
Society  residing  in  different  cities  and  towns  of  the  State,  whose  duty  it 
shall  be  to  confer  with  the  respective  school  boards,  ami  if  possible  by 
such  concerted  efforts  succeed  in  devising  and  planning  the  proper 
course  to  pursue  in  accomplishing  our  aim.  A  plan  which  has  been 
suggested  in  this  relation  is  as  follows:  As  the  text-books  on  physiology 
in  the  public  schools  undergo  a  change  but  once  in  every  three  to  five 
years,  it  may  not  be  w-ell  to  attempt  to  accomplish  our  aim  in  this  direc- 
tion only.  It  would  seem  wise  if  the  State  Society  as  a  body  would  take 
the  initiatory  steps  and  consider  the  advisability  of  ])ublishing  in  book 
or  pamphlet  form  well  written  treatises  on  the  oral  cavity,  the  teeth,  and 
their  associate  parts,  the  relation  to  and  the  importance  of  the  same  to 
other  parts  of  the  body,  etc.,  avoiding  of  course  all  selfish  or  mercenary 
tactics,  and  obtaining  by  proper  consent  of  the  school  boards  the  mtro- 
duction  of  the  same  in  the  respective  classes  of  the  public  schools,  where 
this  branch  may  be  taught,  including  it  as  a  part  of  the  study  of  physi- 
ology. After  this  has  been  accomplished,  and  the  study  introduced,  it 
would  seem  a  comparatively  easy  matter  to  finally  succeed  in  having  it 
embodied  in  the  regular  text-books  on  physiology,  as  the  school  board 
is  vested  with  the  power  to  make  such  alterations  or  additions  as  it  may 
deem  fit,  and  recommend  the  same  to  the  publishers  when  new  text- 
books are  to  be  ordered. 

"  Fifth:  In  view  of  the  expense  of  such  an  undertaking,  the  suggest 


THE    PRACTICE    BUILDER  389 

tion  is  made  that  it  may  be  possible  to  reduce  such  expense  materially 
by  appealing  to  the  support  of  the  profession  at  large  throughout  the 
State,  for  voluntary  contributions,  offering  in  return  for  such  contribu- 
tion a  certain  number  of  copies  of  this  book  or  pamphlet  for  distribu- 
tion, which  would  certainly  result  in  supplying  knowledge  of  lasting 
benefit,  and  eventually  compensate  each  contributor  an  hundredfold  for 
his  financial  support  in  a  matter  of  such  magnitude  and  importance  to 
the  entire  dental  profession.  The  desirability  of  general  instruction  in 
dental  subjects,  both  for  the  good  of  the  people  and  the  benefit  of  the 
dental  profession,  the  necessity  for  concerted  action  to  secure  recogni- 
tion of  the  importance  of  the  subject  by  the  authorities  who  have  charge 
of  the  educational  interests  of  the  State ;  and  the  necessity  for  thought 
and  effort  to  stimulate  a  desire  for  this  knowledge,  are  all  apparent  to 
those  who  consider  the  matter. 

"  Many  thoughtful  writers  on  this  subject  consider  the  newspaper 
to  be  one  of  the  most  desirable  mediums  through  which  the  dental  pro- 
fession may  educate  the  people  on  matters  of  interest. 

"  The  masses  read  the  newspapers  when  they  read  anything,  there- 
fore, to  ignore  them  is  to  shut  out  the  dawning  hope  of  popular  dental 
education.  It  may  be,  it  should  be,  a  powerful  factor  on  the  side  of  right 
and  reform,  and  a  silent  worker  of  extensive  influence  against  which  no 
argument  can  be  sustained.  It  can  be  made  the  best,  as  it  is  now  the 
most  dangerous  missionary  agent  in  the  world.  It  is  the  resource  we 
need  for  popularizing  effective  dental  teaching.  Impatient  contempt 
of  such  means  is  not  wisdom,  and  is  not  justified  in  the  light  of  failure  of 
other  means. 

"  We,  the  profession,  are  responsible  for  the  widespread  ignorance 
and  misinformation  about  dental  affairs  which  prevails  everywhere ;  the 
meagre  scraps  of  information  circulating  among  the  masses  are  ill 
chosen  and  unrepresentative.  Proper  sentiment  and  correct  instruction 
spread  in  the  newspapers  would  counteract  these  absurd  popular  impres- 
sions. Then,  too,  teaching  implies  growth  and  continuous  self-culture. 
We  will  grow  intellectually  by  our  efforts  to  instruct ;  our  services  will 
be  more  valuable  to  our  patients,  and  they  in  turn  will  more  quickly 
learn  to  appreciate  our  success. 

"  This  tendency  to  oppose  any  method  of  instruction  that  does  not 


-^  THE    PRACTICE    BUILDER 

savor  of  the  old-fashioned,  is  one  of  the  brakes  that  prevent  the  quick 
transmission  of  acceptable  impressions  of  our  aim  and  status.  Such  op- 
position is  based  on  the  erroneous  notion  that  we  are  not  justified  in 
adopting  any  means  used  by  the  commercial  world.  All  matters  of 
human  interest  may  now  appear  in  our  newspapers.  The  most  trifling 
things,  as  well  as  science,  religion,  and  philanthropy,  constitute  its  legiti- 
mate domain.  The  great  question  of  life  in  all  its  forms  is  its  constant 
theme.  Information  that  is  educative  and  correct  should  be  acceptable 
to  the  profession  and  the  people,  and  without  catering  to  a  low^  plane  of 
traffic,  it  will  direct  the  community  in  dental  intelligence.  Profit  to  the 
masses  and  ourselves  will  follow.  Secretly  we  are  all  conversant  with 
the  causes  and  springs  of  action  in  professional  life.  There  is  such  a 
thing  as  legitimate  gain.  To  protect  or  increase  it  is  an  admissible,  ad- 
mirable ambition.  The  better  educated  the  dentist,  and  the  better  edu- 
cated his  patient,  in  dentistry,  the  more  secure  the  former  is  in  his  prac- 
tice and  the  better  compensation  he  may  expect.  The  talk  of  the  time, 
which  assumes  that  we  forfeit  the  interest  of  the  profession  by  attention 
to  the  business  side  of  it,  is  not  justified  by  results." 


Dental  Instructors 

"  Give  instruction  utito  those  who  cannot  procure  it  for  themselves  " 

We  have  given  the  plans  which  have  been  suggested  by  practitioners 
of  repute  as  to  the  best  methods  of  instructing  the  general  public  in  mat- 
ters pertaining  to  the  care  of  the  teeth  and  in  popularizing  dental  educa- 
tion. These  indicate  that  careful  thought  has  been  given  the  subject, 
but  we  observe  that  none  of  these  plans  have  as  yet  been  adopted,  and 
that  even  those  which  should  be  easily  put  into  operation  are  still 
inoperative. 

So  far  as  instruction  in  the  public  schools,  on  matters  pertaining  to 
the  care  of  the  teeth  is  concerned,  we  believe  that  this  would  receive  the 
hearty  encouragement  of  the  general  public  and  of  the  dental  profession. 
The  advantage  of  such  instruction  cannot  be  over-estimated,  and  if  a 
properly  prepared  treatise,  concisely  stating  the  facts  of  most  impor- 
tance, presented  without  the  use  of  technicalities  of  any  sort,  were 
placed  in  the  hands  of  school-children,  the  result  would  be  most  bene- 
ficial. 

With  reference  to  the  newspapers,  we  have  to  say : 

People  read  the  papers  for  information  concerning  persons  and 
events,  not  for  information  relative  to  the  care  of  the  body,  nor  to  the 
special  processes  in  the  work  of  professional  mpn. 

Again,  the  subject  could  not  be  treated  clearly  or  comprehensively 
in  one  number  of  a  paper.  It  is  an  important  one,  and  cannot  be  pre- 
sented thoroughly  or  properly  in  less  than  ten  to  a  dozen  articles  of  from 
one  to  two  columns ;  and  in  presenting  the  matter  serially,  much  of  its 
force  and  effectiveness  would  be  lost,  for  the  reason  that  not  one  reader 
in  a  hundred  would  follow  the  matter  from  the  beginning  to  the  end. 

It  is  not  practical  for  the  dentist  to  give  his  clients  complete  informa- 

391 


39- 


THE   PRACTICE   BUILDER 


tion  regarding  the  teeth,  while  working  for  them  at  the  chair,  because  he 
must  (levt'ite  his  attention  exchisivcly  to  the  work  in  hand. and  his  mental 
faculties  must  be  concentrated,  to  insure  correctness  and  precision;  be- 
sides, people  do  not  go  to  the  dentist  to  be  lectured;  and  if  they  did.  no 
dentist  in  possession  of  anything  like  a  lucrative  practice  could  afford 
to  give  the  necessary  time  to  this  instruction,  even  if  he  felt  inclined 
to  do  so.  The  use  of  tracts  has  been  suggested,  by  having  several  dif- 
ferent subjects  presented  on  separate  tracts  and  giving  the  patient  the 
one  best  suited  to  his  needs.  Thus,  one  who  has  been  neglectful  of  the 
natural  teeth,  should  be  given  a  tract  on  the  importance  of  having  the 
teeth  examined  at  frequent  intervals,  and  giving  them  such  remedial 
attention  as  may  be  indicated.  In  this  way  each  patient  might  receive 
the  information  best  suited  to  his  individual  needs. 

The  objection  to  this  plan  is  that  it  cannot  be  presented  in  an  artistic 
manner  because  of  its  form,  appearing,  as  it  does,  simply  as  a  circular 
or  folder;  and  the  expense  of  presenting  all  the  different  subjects  on 
separate  tracts  would  be  so  great  as  to  deter  many  from  using  them. 
Some  one  has  suggested  that  these  tracts  should  take  the  form  of  ques- 
tions and  answers,  such  questions  as  the  dentist  is  asked  every  day. 
While  we  are  of  the  opinion  that  this  method  would  prove  more  effective 
than  that  of  having  a  scries  of  essays  or  dissertations  on  the  tcetli  ajjpear 
in  the  daily  papers,  we  are  also  certain  that  it  falls  short  of  doing  the 
greatest  good  in  the  most  effective  manner  at  a  moderate  cost. 

The  only  manner  in  which  tracts  ma)-  be  presented  is  where  the 
practitioner  sends  reprints  of  his  published  articles,  with  special  refer- 
ence to  those  which  would  be  of  interest  to  the  patient.  Sending  to 
patients  reprints  of  articles  which  are  vmintelligible  because  of  their 
technical  nature,  or  which  deal  with  subjects  that  it  is  not  proper  for 
the  general  public  to  know,  cannot  be  considered  in  good  taste. 

We  are  convinced  that  the  most  effective  form  in  which  information 
can  be  communicated  to  the  patient  is  by  means  of  booklets,  treating 
the  subject  in  a  clear,  comprehensive  manner.  To  be  effective,  these 
booklets  should  be  printed  on  good  paper,  and  bound  so  as  to  be  in- 
viting to  the  eye.  and  they  should  be  sufficiently  attractive  to  hold  the 
attention  of  the  reader.  The  subjects  under  the  various  heads  should  be 
treated  thoroughly,  and  yet  in  as  few  words  as  possible,  and  the  use  of 


THE    PRACTICE    BUILDER  393 

technicalities  should  be  avoided.  The  use  of  illustrations  in  booklets  of 
this  kind  is  confusing,  because  anatomical  cuts  are  not  readily  com- 
prehended except  by  the  professional  reader,  and  those  which  are 
usually  presented  are  not  pleasant  to  look  upon. 

A  plain,  straightforward  oresentation  of  the  facts  is  needed,  ac- 
companied by  such  convincing  arguments  as  may  be  necessary  to  more 
fully  impress  upon  the  reader  the  great  importance  which  attaches  to 
the  subject.  That  the  patient  appreciates  a  carefully  prepared  treatise 
we  know,  and  can  positively  state  that  the  use  of  such  a  booklet  was  at- 
tended with  profit  to  ourselves,  and  with  many  expressions  of  satisfac- 
tion and  gratitude  on  the  part  of  the  recipients.  The  booklet  presents 
a  single  subject  at  once,  and  attracts  and  holds  the  attention  of  the 
reader  at  a  time  when  he  cannot,  if  he  w^ould,  be  reading  something 
else.  It  begins  at  the  beginning,  presents  the  subject  from  beginning 
to  end,  and  when  it  gets  through,  stops. 

To  whom  should  such  a  booklet  be  sent,  and  when  and  how?  To 
get  the  best  results,  it  should  be  sent  to  the  patient,  by  mail,  after  he  has 
applied  for  the  first  appointment.  Strike  while  the  iron  is  hot.  When 
one  calls  on  the  dentist  the  mind  is  in  a  condition  to  be  appreciative  of 
instruction  and  information  regarding  the  teeth,  and  it  is  the  only  time 
that  the  mind  is  wholly  receptive  to  such  information.  This  is  the  only 
time  when  an  instructor  will  do  real,  effective,  good — because  then  it 
will  be  thoroughly  read  and  fully  appreciated.  If  the  person  were  not 
in  need  of  dental  work,  and  experienced  no  inconvenience  from  the 
condition  of  the  dental  apparatus,  the  forcefulness  of  the  matter  would 
be  lost. 

We  hear  altogether  too  much  about  the  necessity  for  raising  the 
standard  of  dental  education  in  these  days.  The  subject  is  presented 
with  a  frequency  that  is  not  warranted  by  the  circumstances.  The  den- 
tal journals  are  overloaded  with  such  articles,  and  in  the  societies  the 
discussions  pertaining  to  the  matter  are  out  of  all  proportion  to  the  de- 
mands of  the  case.  What  is  more  to  the  point,  and  what  is  more  needed,, 
is  to  raise  the  standard  of  the  popular  conception  of  dentistry,  and  to  in- 
culcate in  the  minds  of  the  people  a  higher  appreciation  of  its  standing 
as  a  profession,  and  a  greater  confidence  in  its  practitioners.  This  end 
can  be  attained  only  by  the  systematic  use  of  instructors  through  which 


394 


THE   PRACTICE   BUILDEF 


the  dental  profession  may  speak  to  the  pubHc,  and  wherein  may  be  pre- 
sented the  facts  which  demonstrate  fully  the  advance  which  dentistry 
has  made  within  a  single  generation,  and  the  firm  foundation  of  profes- 
sional training  on  which  its  success  in  the  past  has  been  made,  and  which 
insures  for  it  steady  progress  in  the  future. 

By  raising  the  standard  of  popular  appreciation  of  dentistry  as  a 
profession,  and  with  more  practical  systems  and  an  aim  to  more  thor- 
oughly disseminate  such  information,  the  people  will  be  in  a  position 
to  judge  of  what  is  good  and  what  is  not  good.  Of  course  a  dentist 
who  does  not  know  much  about  dentistry  is  wise  in  keeping  that  little 
to  himself.  If  he  sent  to  his  patients  instruction  books,  they  would  soon 
learn  what  good  dentistry  is,  and  this  would  be  followed  by  a  change  of 
patronage  that  would  not  have  occurred  had  he  kept  them  in  ignorance. 

It  is  a  fact  too  well  known  to  require  any  argument,  that  only  a  very 
small  proportion  of  the  people  are  in  the  habit  of  having  the  teeth  at- 
tended to  regularly,  or  have  established  the  custom  of  seeking  dental 
service  before  the  condition  of  the  teeth  and  mouth  imperatively  demand 
such  attention.  Only  about  twenty-five  per  cent,  of  the  population  of 
this  country  become  a  part  of  the  dentist's  constituency.  Only  about 
twenty-five  per  cent,  of  the  people  employ  dentists;  and  it  must  be 
remembered  that  of  this  proportion  a  very  large  majority  have  no  other 
operations  performed  than  the  extraction  of  aching  teeth. 

There  is  but  one  way  by  which  this  constituency  can  be  increased, 
and  that  is  by  educating  the  people  up  to  a  proper  appreciation  of  the 
dental  apparatus,  and  by  disabusing  their  minds  of  the  prevailing  ideas 
concerning  dentists.  Among  many  of  the  less  intelligent,  the  dentist  is 
looked  on  as  being  little  better  than  a  confidence  man;  an  individual 
who  gives  little,  and  takes  much  in  payment.  They  must  be  taught  that 
the  neglect  of  their  teeth  harms  no  one  but  themselves;  that  their  teeth 
are  necessaries  and  not  luxuries ;  that  if  they  do  not  take  care  of  them, 
themselves,  no  one  else  will.  \Micn  people  understand  the  true  position 
of  dentistry  and  the  dentist,  and  when  they  realize  the  vast  anwunt  of 
pain  that  can  be  avoided  by  prompt  attention  to  the  teeth,  dentistry  will 
advance  at  a  rapid  pace,  until  every  person  of  average  intelligence  will 
give  the  teeth  the  attention  which  their  importance  merits. 

By  the  dissemination  of  such  information  the  people  would  be  better 


THE  PRACTICE  BUILDER 


395 


informed  as  to  whom  they  could  trust  as  men  of  science  and  honor,  and 
as  to  what  constitutes  a  true  dentist.  It  would  define  the  line  of  duty 
between  the  family  dentist  and  the  family  physician,  where  very  many 
contentions  are  daily  arising;  it  would  place  a  serious  stumbling  block 
in  the  path  of  the  advertising  dentist,  who  throws  his  advertising  cards 
broadcast  upon  the  street,  setting  forth  "  My  system  of  Bridge  Work  is 
unequalled,"  "  Coralite  plates,"  "  My  fresh  vitalized  air,"  "  Teeth  ex- 
tracted by  my  special  process  without  pain  or  danger  to  the  patient," 
etc. 

What  should  constitute  the  subject-matter  of  such  a  treatise,  and  how 
should  it  be  presented  to  be  of  the  greatest  benefit  to  the  patient?  In 
the  first  place,  it  must  be  understood  that  such  a  work  will  fall  into  the 
hands  of  persons  of  varying  grades  of  intelligence,  and  that  it  will  be 
read  by  old  and  young,  children  of  both  sexes,  and  that  the  rich  and 
poor  will  receive  their  instruction  from  the  same  source;  consequently 
the  treatise  should  be  so  written  that  every  person  of  every  class  can 
readily  comprehend  the  meaning  of  everyword  and  of  every  proposition. 
Every  feature  that  is  not  absolutely  necessary  to  the  thorough  under- 
standing of  the  work  should  be  eliminated  from  the  text,  and  in  its  place 
should  be  substituted  such  facts  as  are  of  absolute  interest  to  the  reader. 
In  the  beginning  it  is  necessary  to  call  attention  to  the  early  history  of 
dentistry;  this  will  go  a  long  way  toward  conveying  to  the  reader  the 
[act  that  dentistry  is  grounded  on  a  footing  which  entitles  it  to  con- 
sideration among  the  professions.  Thousands  of  people  labor  under  the 
impression  that  dentistry  was  unknown  or  little  practiced  until  the  last 
fifty  years,  and  to  remove  such  erroneous  impressions  cannot  but  result 
in  increasing  the  respect  for  dentistry  as  a  science  and  an  art. 

It  is  necessary  to  call  attention  to  the  important  relation  which  the 
teeth  bear  to  the  general  system,  and  to  the  fact  that  every  particle  of 
food  and  every  drop  of  liquid  which  enters  the  system  for  its  sustenance 
must  first  pass  the  teeth,  which  are  thus  constantly  exposed  to  the  at- 
tacks of  insidious  foes,  and  that  because  of  the  vast  amount  of  work 
which  they  are  called  upon  to  do,  it  is  not  surprising  that  they  should, 
when  neglected,  become  decayed  and  cause  their  owners  much  dis- 
comfort that  might  have  been  avoided  bv  prompt  attention. 

Appropriate  particulars  should  be  given  concerning  the  importance 


396 


THE   PRACTICE    BUILDER 


of  thorough  mastication  of  the  food,  aiul  its  relations  to  tlie  general 
heahh,  and  the  disturbances  which  are  likely  to  arise  when  this  is  im- 
properly performed.  The  effect  which  a  clean,  regular  denture  of 
natural  teeth  produces  upon  others,  and  the  agreeable  satisfaction  which 
it  gives  the  possessor,  should  be  dwelt  upon. 

Few  seem  to  realize  the  effect  that  the  teeth  have  on  speech,  and  how 
the  loss  of  several  teeth  may  seriously  aifect  the  enunciation  of  words  in 
speech  or  song. 

The  fact  that  decayed  teeth  are  the  cause,  in  most  instances,  of  bad 
breath,  should  not  be  overlooked;  and  it  should  be  impressed  upon  the 
patient  that  when  the  teeth  are  in  good  condition  and  there  is  no  tartar 
on  them,  the  breath  is  pure  except  when  the  person  suffers  from  a 
disordered  stomach,  besides  it  should  be  shown  that  decayed  teeth  fre- 
quently cause  indigestion,  and  that  indigestion  is  likely  to  result  in 
dyspepsia,  with  its  train  of  ills  and  disturbances  of  the  general  system. 

A  general  idea  of  decay  of  the  teeth,  its  cause,  and  the  means  by 
which  its  progress  mav  be  counteracted,  should  be  set  forth  in  plain 
language:  especially  should  this  subject  be  clearly  presented  with 
reference  to  conditions  of  the  system  which  have  a  deleterious  effect 
upon  the  structural  condition  of  the  teeth,  such  as  long  illness  and  a 
weakened  condition  of  the  system,  whether  caused  by  a  depressed  state 
of  vitality  or  by  physiological  processes,  such  as  pregnancy.  In  this 
connection,  the  importance  of  caring  for  the  teeth  at  such  a  period  in 
the  life  of  a  woman  should  be  presented  thoroughly  and  delicately,  so- 
as  not  to  offend  the  most  fastidious,  and  yet  impress  upon  those  for 
whom  such  information  may  be  appropriate,  should  it  happen  to  fall 
into  the  hands  of  one  in  timely  need  of  such  advice,  just  how  to  care  for 
her  own  teeth  to  counteract  the  physiological  process  of  softening  of 
the  teeth,  and  what  food  should  be  eaten  to  insure  sound  teeth  to  the 
child. 

The  disturbances  of  first  dentition,  and  the  means  by  which  such  dis- 
turbances may  be  counteracted,  should  be  clearly  set  forth.  Definite  in- 
formation should  be  given  concerning  the  teeth  of  children,  and  the 
importance  of  retaining  them  in  good  condition  until  the  second  teeth 
empt. 

Many  of  those  who  apply  for  dental  services  have  no  adequate 


THE    PRACTICE    BUILDER 


397 


knowledge  as  to  the  proper  way  of  cleaning  the  teeth,  and  the  use  of  the 
best  preparations  for  accomplishing  this.  Many  give  absolutely  no  at- 
tention to  caring  for  the  teeth,  so  far  as  the  use  of  any  special  prepara- 
tion is  concerned.  It  is  a  most  important  duty  for  the  dentist  to  instruct 
his  patrons  in  the  use  of  preparations  intended  to  cleanse  the  teeth,  and 
the  proper  times  for  using  them. 

Every  person  applying  to  the  dentist  should  be  so  instructed,  and 
especially  in  the  case  of  children.  Every  dentist  has  observed  that  the 
mouths  of  children,  even  of  the  better  class,  have  given  little  evidence 
of  the  use  of  prophylactics,  and  in  most  instances  the  teeth  are  covered 
with  the  remains  of  the  last  meal.  Correct  habits  of  cleanliness  es- 
tablished early  in  life  cannot  but  result  in  preserving  the  teeth,  so  that 
decay  will  not  be  nearly  so  rapid  and  the  cavities  will  not  get  so  large 
before  attention  can  be  given  them. 

A  few  facts  should  be  presented  concerning  the  dentist  himself;  and 
the  manner  in  which  he  receives  his  professional  training  for  his  life 
vocation;  the  length  of  time  taken  in  such  preparation,  and  the  thor- 
oughness demanded  by  the  institutions  and  the  laws  which  regulate 
the  practice  of  dentistry.  People  do  not  realize  the  thoroughness  with 
which  dentists  are  trained,  and  those  who  know  how  long  it  is  neces- 
sary to  study  for  the  degree  do  not  understand  why  so  much  time 
should  be  spent  in  the  study  of  a  subject  which  to  them  seems  so  small. 
Wrong  impressions  of  this  sort  it  is  the  duty  of  the  dentist  to  remove. 

Another  matter  that  for  many  years  has  needed  attention,  but  which 
up  to  the  present  time  has  been  given  little  or  no  cognizance,  is  that  of 
professional  fees.  It  is  proper  for  the  general  public  to  have  a  more 
rational  knowledge  of  the  basis  upon  which  professional  fees  are  com- 
puted, and  the  principles  upon  which  are  based  the  right  of  one  man 
to  charge  more  than  another  in  the  same  profession  for  certain  work. 
In  the  past,  and  at  present,  more  or  less  dissatisfaction  has  been  caused 
by  reason  of  the  people  being  improperly  informed  upon  this  question. 
When  the  public  are  more  fully  acquainted  with  the  reason  why  ap- 
parently high  fees  are  charged  for  the  performance  of  certain  work, 
they  will  the  more  readily  pay  such  fees,  and  the  relations  of  patients  and 
dentists  will  be  more  cordial. 

The  instructions  which  have  been  g-iven  reg:arding"  the  use  of  denti- 


398  THE    PRACTICE    BUILDER 

frices  have  been  unsatisfactory,  and  there  are  many  who  never  offer  their 
patients  the  shghtest  information  in  this  regard.  This  is  a  lamentable 
condition  of  affairs.  It  is  a  duty  of  the  dentist  to  instruct  every  patient 
who  falls  into  his  hands,  in  this  very  important  matter.  Children  should 
be  impressed  with  the  statement  that  it  is  just  as  important  to  keep  the 
mouth  and  teeth  clean,  as  it  is  to  wash  the  face  and  hands;  they  should 
be  told  the  importance  of  cleansing  the  teeth,  especially  before  going  to 
bed.  and  the  reason  for  so  doing.  Proper  advice  should  be  given  as  to 
the  dentifrice  used,  or  one  should  be  supplied  by  the  dentist  himself. 

By  looking  over  the  stock  of  dentifrices  in  a  well-conducted  drug- 
store, it  is  to  be  observed  that  over  forty  dentifrices  are  for  sale,  and 
these  are  made  by  as  many  different  manufacturers.  Many  of  these 
preparations  are  compounded  by  persons  in  ignorance  of  the  purposes 
to  be  subserved  by  the  use  of  such  articles,  and  many  of  them  are  unsafe, 
either  because  of  their  coarseness  and  consequent  abrasive  action  on 
the  enamel,  or  because  containing  chemicals  which  affect  tooth  sub- 
stance unfavorably. 

There  should  be  a  separate  instructor,  giving  more  extended  in- 
formation relating  to  artificial  teeth,  than  can  properly  be  given  in  an 
instructor  treating  of  the  care  of  the  natural  teeth  along  the  lines  we 
have  indicated  in  this  chapter. 

Few  of  those  who  apply  to  the  dentist  have  any  realization  of  the 
different  kinds  of  plate  work.  A  great  many  know  nothing  of  it,  more 
than  that  plates  are  made  of  rubber,  and  that  they  cost  so  much  for  a  set. 
Many  persons  wearing  artificial  teeth  on  a  rubber  base  would  gladly 
have  paid  the  difference  in  cost  and  had  a  gold  plate,  had  they  been  told 
by  the  dentist  of  the  advantages  which  the  metal  plates  have  over  the 
others.  Some,  perfectly  able  to  have  the  best,  would  wear  sets  of  teeth 
on  continuous  gum  base,  but  they  are  in  ignorance  of  the  existence  of 
any  such  process  and  are  in  consequence  thereof  wearing  inferior 
dentures. 

It  is  not  at  all  necessary  to  enter  into  any  statements  regarding  the 
manner  in  w'hich  any  of  the  plate  work  is  constructed,  nor  to  tell  of 
what  any  of  the  substances  may  be  composed;  but  to  present  clearly 
the  facts  which  bear  upon  the  advantages  of  one  kind  of  plate  over  an- 
other, and  to  show  why  and  how  one  possesses  superior  advantages. 


THE    PRACTICE    BUILDER  ^gg 

The  people  want  to  know  why,  they  don't  care  anything  about  the  proc- 
esses involved,  but  wish  to  know  wherein,  for  instance,  a  continuous 
gum  work  denture  is  better  than  a  vulcanite  denture,  so  far  as  appear- 
ance, permanence,  utility,  cleanliness,  etc.,  are  concerned.  When  one 
thinks  to  what  extent  a  practice  is  indebted  to  plate  work  for  its  sup- 
port, the  fact  becomes  apparent  that  it  is  worth  cultivating;  and  the 
most  effective  way  of  doing  this  is  by  educating  the  people,  by  the  use  of 
instruction  books. 

Bridge  Work  has  become  very  popular  in  the  past  several  years.  It 
owes  its  popularity  to  the  fact  that  it  has  been  very  extensively  adver- 
tised by  the  advertising  dentists.  To  this  class  of  practitioners  must  be 
given  the  credit,  largely,  for  the  knowledge  which  the  general  public 
has  of  this  class  of  work,  and  at  the  same  time  this  same  constituency,  or 
its  less  skilful  representatives,  is  responsible  for  the  lack  of  faith  mani- 
fested in  this  branch  of  work  by  many  people.  An  instructor  giving 
such  information  as  the  public  is  desirous  of  having,  will  do  much 
toward  restoring  confidence.  It  is  not  necessary  to  confuse  the  mind 
of  the  reader  with  engravings  of  Bridge  Work,  as  simple  language  suf- 
fices to  convey  the  proper  idea  and  the  principles  of  its  construction. 
Erroneous  impressions  prevail  as  to  the  cost  of  Bridge  Work  and  the 
painfulness  of  the  operation;  by  many  its  permanency  is  questioned, 
and  in  such  a  treatise  the  proof  of  its  substantial  character  should  be 
presented.  Properly  presented,  the  facts  concerning  Bridge  Work  are 
so  convincing  as  to  its  worth,  that  such  booklets  presented  to  persons  in 
whose  mouths  it  is  applicable  may  lead  to  having  the  work  inserted. 

It  is  only  within  the  last  few  years,  and  particularly  in  the  larger 
cities,  that  the  people  have  become  even  slightly  conversant  with 
regulating  the  teeth,  as  a  specialty  of  dentistry,  and  the  wonderful 
possibilities  of  the  work  in  all  its  phases,  speech,  personal  appearance, 
mastication,  comfort.  This  subject  has  never  been  presented  for  the 
consideration  of  the  pu-blic,  yet  in  an  average  dental  practice  a  great 
many  persons  apply  in  the  course  of  a  year,  whose  teeth  are  so  irregular 
as  to  warrant  interference  by  mechanical  means  to  correct  them.  If 
their  attention  were  called  to  such  irregularity,  and  the  means  ex- 
plained by  which  it  might  be  corrected,  there  would  be  an  amount  of 
this  work  done  that  would  surprise  the  most  sanguine  members  of  the 


400 


THE  PRACTICE   BUILDER 


profession.  It  would  be  for  persons  whose  intelligence  is  to  be  re- 
spected, and  whose  powers  of  appreciation  are  such  that  work  of  this 
kind  can  be  attempted  in  their  behalf,  and  full  contidence  be  reposed 
in  the  hearty  co-operation  of  the  patient,  with  the  knowledge  that  they 
are  very  desirous  of  being  made  familiar  with  whatever  is  for  their 
benefit;  and  the  wide-awake  dentist  who  satisfies  this  desire  in  the  best 
manner,  and  most  promptly,  is  the  one  who  will  get  to  the  front. 

The  sending  of  a  series  of  books  of  this  kind  constitutes  a  system 
of  dental  education  which  has  its  direct  reaction  for  the  dentist's  good. 
Better  appreciation  by  the  people  means  better  dentistry. 

A  series  of  books  on  the  subjects  considered  in  this  chapter  has 
been  prepared  by  the  American  Dental  Publishing  Co.  They  are  writ- 
ten clearly  and  tersely;  every  phase  of  every  important  subject  is  pre- 
sented so  as  to  be  easily  comprehended  by  any  one  into  whose  hands 
they  may  happen  to  fall. 

"  The  American  Dental  Instructor  "  is  intended  to  meet  the  require- 
ments of  a  general  practice,  and  does  so  more  acceptably  than  any  other 
similar  publication.  It  is  handsomely  printed  in  clear  type,  on  line 
paper,  and  is  very  attractively  bound.  "  The  British  Dental  Instructor  " 
has  been  prepared  to  meet  the  requirements  of  the  dentists  of  England, 
and  their  patients.  The  same  may  be  said  of  the  "  Dominion  "  and 
"  Australian  "  InstructOFs. 

The  same  book  is  also  prepared  under  appropriate  titles,  to  meet  the 
requirements  for  its  use  in  the  principal  countries  of  Europe,  and  much 
care  has  been  taken  in  the  translations,  that  the  subject  may  lose  none 
of  its  convincing  quality. 

These  books,  being  produced  as  they  are,  m  very  large  quantities, 
the  publishers  are  enabled  to  furnish  to  dentists  at  a  price  per  hundred 
or  thousand  which  is  merely  nominal. 

"  Artificial  Teeth  "  is  another  booklet  in  which  the  subject  indicated 
by  the  title  receives  the  fullest  treatment;  much  fuller,  in  fact,  than 
would  be  possible  in  a  booklet  wherein  all  topics  of  interest  to  the  den- 
tist's patients  must  be  presented.  Herein  is  shown  why  a  temporary 
plate  should  be  worn,  a  convincing  argument  that  results  in  many  per- 
sons wearing  such,  who  would  not  otherwise  do  so,  thinking  only  of  the 
additional  expense.    All  that  relates  to  the  instruction  of  the  patient  is 


THE  PRACTICE   BUILDER  4OI 

here  presented;  the  different  bases  upon  which  artificial  teeth  are  con- 
structed; everything  that  is  of  interest  so  far  as  the  aesthetic  side  of  the 
subject  is  concerned,  and  all  the  various  matters  indicated  by  the  ques- 
tions asked  the  busy  dentist  by  inquiring  patients.  This  booklet  is  uni- 
form in  size  and  style  with  "  The  American  Dental  Instructor." 

"  Interesting  Facts  About  Crown  Work  and  Bridge  Work  in  Den- 
tistry "  is  prepared  to  more  clearly  and  satisfactorily  acquaint  its  readers 
with  this  branch  of  work  and  its  great  possibilities  in  restoration  and 
artificial  substitution.  It  is  believed  that  the  subject  has  never  before 
been  so  satisfactorily  treated,  both  from  the  dentist's  and  the  reader's 
point  of  view.  It  is  uniform  in  size  and  style  with  "  The  American 
Dental  Instructor  "  and  "  Artificial  Teeth." 

"  Irregularities  of  the  Teeth;  How  They  are  Corrected."  This  sub- 
ject is  treated  in  a  manner  to  make  it  easily  understood  by  the  general 
reader;  it  is  so  presented  as  to  command  the  attention  of  anyone  whose 
teeth  are  irregular,  and  whose  speech,  comfort,  or  appearance  is  affected 
thereby ;  and  at  the  same  time  he  is  made  to  perceive  the  necessity  for 
prompt  action  in  order  to  secure  the  best  results.  The  use  of  this  book- 
let is  conducive  to  a  wider  dissemination  of  knowledge  pertaining  to  this 
specialty.    Same  size  and  style  as  the  other  booklets  of  the  series. 

When  a  patient  applies  for  work,  the  dentist,  after  examining  the 
mouth,  is  made  aware  of  the  fact  that  perhaps  a  piece  of  Bridge  W'ork  is 
needed,  but  the  patient  expresses  no  desire  for  the  work;  an  appoint- 
ment card  is  given,  and  in  the  next  mail  a  copy  of  "  The  American  Den- 
tal Instructor  "  is  sent,  not  in  an  unsealed  envelope,  but  in  a  sealed  en- 
velope of  the  best  quality  under  letter  postage.  In  the  same  mail  a  letter 
is  sent;  this  letter  is  a  form  which  conveys  to  the  patient  the  fact  that 
the  dentist  is  in  the  habit  of  sending  an  instructor  to  all  his  patients  and 
requesting  a  careful  perusal.  The  letter  should  be  type  written,  on  the 
very  best  stationery.  In  the  same  or  the  next  mail  should  be  sent  a 
copy  of  the  "  Bridge  Work  "  booklet,  which  in  many  instances  is  the 
means  of  influencing  patients  to  have  Bridge  Work  done;  as  the  book- 
lets cost  a  very  small  amount  per  hundred,  and  as  one  piece  of  Bridge 
Work,  no  matter  how  small,  will  more  than  pay  for  several  hundred 
books,  the  wisdom  of  using  them  is  apparent. 

Where  the  person  anticipates  having  artificial  teeth  inserted,  the 


^Q2  THE    PRACTICE    BUILDER 

dentist  should  send  tlic  booklet  on  "  Tlate  W  ork,"  also  "  The  Ameri- 
can Dental  Instructor." 

The  booklet  relating  to  irregularities  of  the  teeth  is  usually  sent  to  a 
patient  whose  teeth  are  more  or  less  irregular,  but  some  dentists  pos- 
sessed of  foresight  are  in  the  habit  of  sending  this  booklet,  after  having 
sent  one  of  each  of  the  others  mentioned,  whether  the  teeth  of  the  pa- 
tient are  irregular  or  not;  because  it  is  likely  to  be  perused  by  some 
other  member  of  the  family  whose  teeth  are  irregular,  and  in  conse- 
quence of  their  being  made  aware  of  the  fact  that  the  trouble  can  be 
corrected,  they  are  led  to  consult  the  practitioner.  It  is  only  by  arous- 
ing the  interest  of  persons  in  need  of  dental  work,  no  matter  what  class 
of  work,  that  they  are  led  to  consult  the  dentist.  After  this,  it  is  easy 
for  the  dentist  to  explain  what  work  is  needed;  and  the  individual  hav- 
ing been  made  aware  of  the  necessity  for  its  early  performance,  becomes 
another  patron  whose  influence  soon  makes  itself  felt  in  sending  still 
others  to  the  office. 

"  The  Children's  Dental  Instructor  "  is,  as  its  name  iniplies,  intended 
for  the  betterment  of  the  instruction  of  children  on  matters  pertaining 
to  the  teeth.  It  is  written  in  a  style  easily  understood  by  children,  and 
is  printed  as  attractively  as  are  the  other  booklets  of  this  series. 

Correspondence  is  solicited  by  the  American  Dental  Publishing 
Co.  regarding  the  booklets,  and  any  kindred  subject.  Prices  made 
known  on  application. 


The  Question  of  Saving  Teeth 

"  Circumstatices  alter  cases  " 

During  that  period  of  dental  progress  contemporaneous  with  the 
introduction  of  vulcanite  as  a  base  for  artificial  dentures,  all  that  work 
which  relates  to  the  treatment  of  the  natural  teeth  with  filling  materials 
received  a  great  set  back.  The  great  difference  in  price  between  the 
gold  plates  and  the  vulcanite  plates  made  it  possible  for  thousands  who 
could  not  afford  the  former  to  avail  themselves  of  the  other. 

No  attempt  was  made  to  inform  the  public  as  to  the  wisdom  of  re- 
taining the  natural  teeth,  and  many  thousands  who  might  have  kept 
their  natural  teeth  had  them  extracted  and  artificial  teeth  inserted.  Few 
gave  to  the  natural  teeth  the  care  which  most  intelligent  persons  at  the 
present  time  bestow,  and  often  when  one  or  more  of  them  gave  trouble, 
all  were  removed  in  order  to  insert  a  plate. 

To-day,  among  the  more  intelligent  persons,  there  is  nothing  attrac- 
tive about  a  set  of  artificial  teeth  and  no  one  would  exchange  natural 
teeth,  that  perform  their  work  without  trouble,  for  artificial  ones. 

During  the  period  when  such  wholesale  extraction  of  teeth  was  being 
done,  a  reaction  set  in,  and  a  great  deal  of  attention  was  given  to  saving 
the  natural  teeth.  This  was  very  materially  aided  by  the  general  favor 
with  which  amalgam  was  received,  after  it  had  been  championed  by 
some  of  the  foremost  representatives  of  the  profession.  To  save  the 
natural  teeth  was  then  the  aim  of  the  better  class  of  dentists. 

A  dental  practice,  especially  of  the  average  city  or  town,  is  composed 
of  patrons  possessed  of  varied  degrees  of  intelligence,  or  at  least,  pos- 
sessed of  a  varied  conception  of  the  dentist  and  his  motives  for  having 
them  retain  their  natural  teeth.    Many  of  these  persons,  when  calling 

403 


404  THE    PRACTICE    BUILDER 

upon  a  dentist  to  have  a  tooth  removed,  will  listen  to  no  argument  as  to 
the  propriety  of  having  the  tooth  filled. 

Not  a  day  passes,  in  a  full  practice,  but  that  there  is  occasion  for  the 
employment  of  judgment  in  this  matter,  and  the  necessity  for  taking 
circumstances  into  consideration  in  individual  cases.  One  of  the  first  of 
these  considerations  is  in  connection  with  the  insertion  of  artificial 
teeth.  A  person  applies  to  have  artificial  teeth  inserted,  and  it  is  ob- 
served that  there  are  a  few  natural  teeth  remaining.  Thus,  for  instance, 
one  molar  may  remain,  or  a  cuspid  on  one  side  and  a  central  incisor,  a 
lateral  incisor  or  bicuspid  on  the  other  side,  and  the  person  may  express 
a  wish  to  have  the  plate  made  to  fit  between  these  teeth. 

On  the  lower  arch  a  molar  on  either  side  may  remain,  or  one  or  more 
of  the  anterior  teeth  may  still  be  in  place.  It  should  be  explained  to  the 
patient  that  a  virtue  must  be  made  of  necessity,  and  the  teeth  must  be 
removed,  because  their  presence  would  not  aid  in  the  retention  of  the 
plate  and  they  are  likely  to  interfere  seriously  with  the  proper  articula- 
tion of  the  denture.  Where  only  one  or  two  teeth  remain,  the  fitting  of 
clasps  around  these  teeth  to  aid  in  holding  the  plate  in  place,  is  looked 
upon  with  growing  disfavor  by  the  more  experienced  members  of  the 
profession.  The  fact  that  in  many  instances  the  teeth  have  become 
elongated,  owing  to  the  age  of  the  patient,  makes  it  apparent  to  the  ex- 
perienced practitioner  that  the  teeth  would  not  be  likely  to  remain  in 
place  as  long,  after  the  plate  \vere  made  to  fit  around  them,  as  the}'  would 
if  the  plate  did  not  bear  against  them. 

It  is  very  difficult  to  fit  a  plate  around  one  or  two  remaining  front 
teeth,  particularly,  so  that  a  good  match  in  size  and  color  may  be  made. 
The  teeth  should  be  removed.  The  lower  anterior  teeth  are  often 
greatly  elongated,  and  their  lingual  surfaces  covered  with  accretions  of 
salivary  calculus;  and  when  the  patient  has  reached  an  age  when  they 
are  likely  to  become  loosened,  it  is  proper  to  advise  their  extraction  and 
the  insertion  of  a  full  set,  rather  than  a  partial  set. 

Occasionally  it  is  necessary  to  extract  teeth  to  aid  in  the  correction 
of  irregularities;  but  where  the  irregular  tooth  is  an  anterior  one,  it  is 
the  custom  to  extract  a  tooth  posterior  to  it,  and  to  draw  the  irregular 
tooth  to  place  by  mechanical  means. 

A  great  many  times  it  becomes  necessary  to  advise  the  extraction 


THE  PRACTICE  BUILDER  405 

of  teeth  because  of  disease;  for  instance,  chronic  Periodontitis,  which  is 
likely  to  affect  teeth  adjoining  those  in  which  the  disease  commenced. 
When  Periodontitis  has  reached  the  fifth  grade,  it  is  necessary  to  extract 
the  affected  tooth  immediately  and  to  give  persistent  antiphlogistic 
treatment  to  the  adjoining  teeth  and  alveolar  walls.  Even  this  some- 
times fails  to  save  the  adjoining  teeth. 

In  Absorption  of  the  Permanent  Roots  there  is  but  one  remedy,  and 
that  is  careful  and  complete  extraction  of  the  affected  teeth.  It  takes 
very  good  diagnostic  ability  to  diagnose  this  condition,  and  there  is  no 
other  remedy  for  it. 

Exostosis  is  another  condition  that  it  is  very  difficult  to  diagnose, 
and  its  treatment  is  the  same  as  for  Absorption  of  the  Permanent  Roots, 
careful  and  complete  extraction.  It  would  be  interesting  if  we  could 
only  know  how  many  bridges  are  attached  to  teeth  that  have  exos- 
tosed  roots. 

Some  practitioners  let  their  desire  to  save  teeth  run  away  with  their 
better  judgment.  They  are  so  anxious  to  save  teeth  that  they  attempt 
to  fill,  and  save  many  that  should  be  extracted.  The  same  teeth  might 
be  saved  by  the  placing  of  gold  crowns,  but  when  teeth  are  so  badly 
broken  down  and  decayed  that  nothing  but  the  enamel  portions  of  the 
walls  is  left  standing,  it  is  not  probable  that  fillings  of  amalgam  and 
cement  will  save  them,  because  the  walls  cannot  support  such  fillings; 
but  when  the  person  is  willing  to  pay  for  a  gold  crown,  the  teeth  may  be 
restored  to  usefulness  for  several  years.  When  a  person  applies,  suffer- 
ing from  a  tooth  that  is  aching  and  that  has  caused  the  gums  to  become 
affected  and  swollen,  and  the  cavity  is  very  large  and  it  would  require 
several  treatments  to  restore  the  tooth  to  comfort,  and  the  patient  ex- 
presses himself  forcibly  to  the  effect  that  the  tooth  must  be  removed, 
it  will  be  found  to  be  the  part  of  wisdom  to  remove  it.  The  uncertainty 
connected  with  the  treatment  of  roots  where  external  complications 
exist  makes  it  imprudent  to  do  other  than  extract.  If  the  dentist  at- 
tempts to  treat  and  fill  the  roots  and  tooth,  and  the  treatment  eventuates 
unfavorably,  he  will  have  lost  the  patronage  and  good-will  of  the  patient 
who  wanted  the  tooth  out  in  the  first  place. 

Parents  should  be  advised  to  have  children's  teeth  attended  to 
promptly,  and  to  have  them  examined  at  frequent  intervals  to  see  that 


4o6 


THE    PRACTICE    BUILDER 


decay  does  not  progress  far  enough  to  make  filling  operations  painful. 
The  condition  of  the  mouths  of  children  of  the  poorer  classes  is  very 
discouraging.  The  parents  either  think  they  cannot  afford  to  send  the 
children  to  the  dentist,  or  the  child  is  afraid  to  go  and  they  do  not  insist, 
and  the  child  is  allowed  to  suffer  and  ♦:o  masticate  its  food  with  teeth  that 
are  carious  and  disgusting. 


Points  for  Special  Study 

"  Many  things,  obscure  to  me  before,  now  clear  tip  and  become  visible  " 

Many  dentists  are  rusty  on  the  scientific  aspect  of  their  work.  Some 
become  so  rusty  that  they  reaHze  that  it  would  be  difficult  for  them  to  get 
in  touch  with  the  most  recent  modes  of  operating  and  treatment,  without 
superior  instruction,  and  return  to  the  college  for  post-graduate  study; 
returning  to  their  practices  in  a  few  weeks  or  months  better  able  to  cope 
successfully  with  the  conditions  which  before  had  baffled  their  best  en- 
deavors. 

It  is  in  the  treatment  of  diseased  conditions  of  the  teeth  and  gums 
that  we  find  a  lack  of  an  intimate  knowledge.  We  observe,  for  instance, 
that  in  the  treatment  of  Odontalgia  little  time  is  taken  to  diagnose  the 
exact  character  of  the  pain  and  its  cause,  whether  it  is  the  first,  second, 
or  third  cause  for  odontalgia.  This  is  true  of  many  of  the  pathological 
conditions.  There  are  many  dentists  who  are  not  properly  qualified  to 
treat  the  pathological  eruption  of  the  temporary  teeth  understandingly. 

Pathological  eruption  of  the  third  molar  is  much  more  troublesome 
to  some  than  it  is  to  others,  solely  because  they  have  given  the  subject 
less  study.  The  necessity  for  prompt  action  is  not  more  prominent  in 
the  treatment  of  any  of  the  pathological  conditions  met  with  by  the 
dentist  than  in  this,  because  of  the  severe  systemic  complications  which 
sometimes  ensue.  Those  who  have  been  in  practice  for  a  number  of 
years  are  enabled  to  observe,  by  reason  of  patients  leaving  other  den- 
tists through  dissatisfaction  with  their  work,  that  in  many  instances  it 
was  necessary  to  remove  the  fillings  because  of  pulp  trouble.  The  re- 
moval of  these  fillings  demonstrated  the  fact  that  the  preceding  dentists 
either  were  not  wholly  familiar  with  the  treatment  of  carious  teeth  of  the 
class  referred  to  by  Flagg  as  "  very  deep  decay,"  or  if  they  were,  they 

407 


4o8  THE    PRACTICE    BUILDER 

did  not  practice  as  they  were  taught.  Tliere  is  need  for  the  exercise  of 
judgment  in  this  matter  of  proper  protection  to  pulps  in  deep  cavities 
of  decay,  prior  to  the  insertion  of  the  filHng.  We  regret  to  say  that  in 
talking  with  many  otherwise  well  informed  men,  we  were  unable  to 
elicit  satisfactory  replies  to  questions  relating  to  the  characteristic  pains 
which  are  diagnostic  of  pulp  irritation,  pulp  exposure,  dying  pulp,  and 
dead  pulp.  The  importance  of  the  most  thorough  knowledge  of  these 
matters  cannot  be  overestimated;  yet  many  are  daily  performing  their 
work  with  insufficient  knowledge  of  the  case. 

Again,  we  find  that  many  men  are  wholly  incapable  of  a  nicety  of 
diagnosis.  For  instance,  we  find  few  who  can  give  any  reliable  data 
concerning  the  symptoms  by  which  Absorption  of  the  Permanent  Roots 
could  be  diagnosticated.  True,  the  condition  does  not  present  fre- 
quently, but  when  it  docs  there  is  need  for  as  much  knowledge  of  its 
characteristics  as  if  it  were  met  with  ten  times  a  day.  Some  sorry  ex- 
hibitions have  been  made  in  the  attempt  to  handle  these  cases  of  Ab- 
sorption of  Permanent  Roots — filling  and  filing  and  crowning,  and 
grinding  and  medicating,  etc.,  without  avail. 

Exostosis  is  another  condition  which  gives  trouble  to  one  deficient 
in  knowledge  of  pathology.  The  similarity  of  the  pains  is  confusing 
sometimes  to  the  most  experienced.  The  same  is  true  of  Xodular  Calci- 
fication of  the  dental  pulp  or  Pulp  Xodules.  The  pains  from  Absorption 
of  the  Permanent  Roots.  Exostosis,  and  Pulp  Xodules,  are  very  similar 
in  some  points,  and  to  distinguish,  requires  the  use  of  knowledge  gained 
by  close  study  of  the  subject.  It  is  necessary  to  give  special  study  to  the 
subject  of  pulp  capping,  either  one  of  two  modes  of  practice;  our  subject 
matter  relates  wholly  to  that  which  afTects  the  financial  side  of  a  prac- 
tice :  but  as  nothing  can  efifect  a  practice  more  for  good  or  bad  than  the 
gaining  or  loss  of  patronage,  we  wish  to  say  to  our  younger  readers 
that  it  will  be  to  their  advantage  to  devitalize  every  pulp  that  is  exposed, 
no  matter  how  minute  that  exposure  may  be. 

Before  adopting  any  of  the  methods  suggested  by  writers,  for  the 
successful  capping  of  pulps,  talk  with  some  practitioner  in  some  other 
city,  in  whom  you  have  confidence.  He  will  tell  you  that  the  history  of 
these  capped  pulps  is  that  they  give  trouble.  It  matters  little  how  much 
care  is  given  the  work — one,  two,  or  three  years  may  elapse  without 


THE   PRACTICE   BUILDER 


409 


trouble,  but  when  it  comes  it  is  very  difficult  to  put  the  tooth  in  shape 
again  with  anything  like  the  amount  of  time  and  labor  with  which  the 
case  could  have  been  treated  if  the  pulp  had  been  devitalized,  and  the 
canal  filled,  in  the  first  place. 

The  subject  of  devitalization  and  extirpation  of  the  dental  pulp  is  one 
in  the  study  of  which  much  time  can  be  spent  to  very  good  advanta£'e. 
Related  subjects  of  equal  interest  are  those  of  Root  Sterilization  and 
Root  Filling.  Enough  has  been  written  on  these  matters  in  the  last 
few  years  to  fill  several  good-sized  books.  After  the  smoke  is  all  cleared 
away,  we  do  not  perceive  that  the  work  is  done  any  more  thoroughly, 
or  with  less  pain,  than  it  was  live  or  six  years  ago. 

Inability  to  diagnosticate  between  Fungus  Gum  and  Fungus  Pulp  is 
seen  quite  often.  The  subject  should  be  studied,  as  the  condition  pre- 
sents quite  frequently  in  the  mouths  of  those  who  give  little  attention  to 
the  teeth.  Strange  as  it  may  seem,  such  an  important  subject  as  dental 
caries  receives  little  attention  by  men  after  they  have  graduated.  It  is 
important  to  keep  in  close  touch  with  this  subject,  because  within  the 
past  few  years  much  additional  matter  has  been  added  to  the  literature 
of  this  field  of  inquiry. 

Periodontitis  will  always  require  close  study.  The  treating  of  this 
condition  takes  up  a  good  share  of  the  dentist's  time,  and  no  one  can 
know  so  much  about  it  that  it  will  do  any  damage  to  know  more.  The 
number  of  articles  appearing  with  Periodontitis  as  the  caption,  does  not 
noticeably  diminish  from  year  to  year. 

Alveolar  Abscess  should  be  studied  carefully;  the  frequency  with 
which  the  condition  is  met  makes  it  necessary  to  give  to  it  close  atten- 
tion. 

Pyorrhoea  Alveolaris  has  been  the  subject  of  much  discussion,  more 
especially  during  the  last  three  years.  Examination  of  Catching's  Com- 
pendium for  1894,  1895,  and  1896  reveals  the  fact  that  pyorrhoea,  during 
those  three  years,  received  more  attention  and  was  the  subject  of  more 
original  articles  by  prominent  men,  and  was  discussed  oftener  than  any 
other  single  condition  under  the  consideration  of  the  societies.  The 
journal  literature  of  this  subject  is  now  somewhat  prolific.  A  solution 
of  the  problem  of  its  causation  and  cure  seems  to  be  quite  as  remote 
as  at  the  beginning. 


4IO  TTIK    TRACTICE     BUILDER 

Caries  and  Necrosis  should  he  studied  with  care.  Distinctly  within 
the  province  of  the  dentist,  the  int're(|uency  of  its  occurrence  demands 
that  the  practitioner  should  be  prepared  when  it  does  present.  Degen- 
erations and  Atrophies  of  the  dental  pulp  relate  to  a  species  of  a  patho- 
logical condition  about  which  we  heard  but  little  a  few  years  back.  The 
recent  investigations  of  writers  have  invested  the  subject  with  an  in- 
terest that  attracts  the  attention  of  all  who  are  studiously  inclined. 

Studv  the  diseases  of  the  Antrum  of  Ilighmore.  It  requires  one 
thoroughlv  versed  in  pathology  to  diagnose  the  diseased  conditions  of 
tliis  cavit}-.  It  may  be  years  before  a  case  may  present  that  will  give 
opportunity  for  display  of  the  practitioner's  knowledge  of  the  pari,  but 
if  he  takes  hold  promptly  and  understandingly,  especially  after  other 
operators  have  failed  to  diagnose  the  trouble,  he  will  profit  by  it.  It 
was  an  understanding  of  the  Antrum  and  its  diseases  that  ]>ut  Dr.  Thos. 
W.  Evans  to  the  front,  and  made  him  dentist  to  the  royalty  of  Europe. 

The  study  of  fractures  and  dislocations  of  the  jaw  is  of  moment,  be- 
cause a  thorough  and  varied  knowledge  is  necessary,  owing  to  the  fact 
that  no  fractures  are  likely  to  require  exactly  similar  treatment.  When 
these  cases  present  is  not  the  time  to  study  them.  The  dentist  must  be 
ready  instantly  to  treat  them. 

Anchylosis  likewise  requires  prompt  treatment,  therefore  readiness 
to  meet  it. 

Dental  Anatomy  is  a  very  interesting  subject,  and  one  in  which  much 
time  may  be  spent  with  profit.  After  leaving  college  we  observe  that 
the  subject  is  not  given  the  attention  it  was  given  while  in  college. 

Dental  Jurisprudence  should  be  studied  for  the  purpose  of  inform- 
ing one's  self  how  to  avoid  doing  things  that  might  cause  embarrass- 
ment and  trouble.  It  tells  the  dentist  what  to  do  if  he  is  not  paid  for  his 
work,  and  shows  him  exactly  what  his  rights  are  in  the  case.  It  shows 
him  his  responsibilities,  and  in  short  tells  him  not  so  much  what  to  do, 
as  what  to  avoid  doing. 

It  is  remarkable  how  soon  one  can  forget  what  he  has  learned  about 
Materia  Medica,  and  the  rapidity  with  which  new  remedies  are  intro- 
duced makes  it  necessary  for  the  active  practitioner  to  keep  in  close 
touch  with  so  important  a  subject. 


THE  PRACTICE   BUILDER 


411 


A  pathological  condition  met  with  more  frequently  than  was 
formerly  the  case  is  Denudation.    It  should  be  studied. 

Replantation,  Transplantation,  and  Implantation  make  a  most  in- 
teresting study,  and  should  be  pursued  thoroughly. 

For  information  regarding  text-books  of  value  upon  these  subjects, 
see  chapter  on  "  Books." 


Duty  of  Young  Men  to  the  Professi 

"  YotiJig  tit  en  for  action  " 


ion 


Every  young  man  who  has  graduated  from  a  dental  college,  and 
every  young  man  who  is  about  to  do  so,  and  every  man  who  practices 
dentistry,  whether  he  is  a  graduate  or  not,  owes  to  his  profession  a  duty. 
Few  of  the  younger  men  realize  to  what  an  extent  they  are  indebted  to 
their  profession;  but  they  are  not  the  only  ones  who  fail  to  realize  this. 
Many  of  the  older  practitioners  have  gone  on  year  after  year  regardless 
of  the  fact  that  they  have  given  nothing  to  the  profession  from  which 
they  have  received  so  liberally.  We  speak  now  solely  with  reference  to 
the  giving  of  knowledge  to  the  general  fund  of  professional  experience 
and  proven  facts. 

One  of  the  most  surprising  facts  with  relation  to  the  young  men  in 
dentistry  is  that  so  few  contribute  articles  to  the  dental  journals,  and 
that  so  few  become  active  in  the  dental  societies  until  after  a  consider- 
able lapse  of  time — anywhere  from  five  to  ten  years  after  graduation. 
It  is  very  unusual  to  see  an  article  in  a  dental  journal  written  by  a  young 
man  who  has  been  graduated  for  four  or  five  years,  and  yet  it  would 
seem  that  few  are  so  well  prepared  to  contribute  information  to  the 
journal  literature  of  the  profession,  not  necessarily  from  the  store  of 
their  own  experience  and  skill,  but  from  that  of  their  professors,  whose 
knowledge  has  become  theirs. 

This  information,  although  it  may  appear  to  the  recent  graduate  to 
be  something  with  which  the  members  of  the  profession  in  general  are 
familiar,  may  yet  be  known  only  to  a  small  proportion.  There  are 
thousands  of  small  points  which  are  really  valuable,  that  would  prove 
of  great  benefit  to  practitioners  everywhere;  but  which  do  no  good 
stored  away  in  pigeon-holes,  or  which  are  kept  by  those  who  own  them 

412 


THE   PRACTICE   BUILDER  413 

because  they  fear  the  information  to  be  too  trivial  to  write  about.  It  is 
not  too  trivial.  Professional  knowledge  is  made  up  of  little  facts — facts 
which  by  themselves  may  amount  to  little,  but  which  play  their  part  and 
fulfil  their  purpose  in  the  great  granary  of  dental  knowledge. 

The  younger  members  of  the  profession  to-day  do  not  exhibit  the 
same  interest  which  the  younger  element  showed  a  generation  back. 
Those  who  are  at  all  familiar  with  the  journal  literature  of  twenty  years 
back,  can  recollect  the  names  that  appeared  most  frequently  in  connec- 
tion with  articles  of  real  live  interest;  and  those  who  cannot  recollect, 
can  readily  find  out  by  referring  to  the  volumes  of  the  Cosmos^and  other 
journals  of  that  time — the  seventies.  The  names  that  were  most  promi- 
nent in  the  journals  were  equally  prominent  in  the  society  proceedings. 

The  names  of  Garretson,  Flagg,  McOuillen,  Webb,  and  many  others, 
show  the  great  interest  which  men  who  were  then  in  the  earlier  3'ears  of 
their  practices  displayed  in  their  professional  work.  At  that  time  men 
entered  dentistry  as  a  vocation  much  later  in  life,  so  that  most  of  these 
had  been  in  practice  only  a  few  years.  Original  research  and  investiga- 
tion has  been  credited  to  these  men,  and  they  were  entitled  to  it;  they 
worked  night  and  day,  and  the  results  of  these  investigations  have  been 
of  incalculable  value  to  dentistry.  This  period  was  one  of  the  most  fruit- 
ful of  results.  More  real  hard  work,  more  investigating,  more  research, 
was  instituted  and  more  really  valuable  results  were  given  to  the  profes- 
sion, than  at  any  other  period  with  which  we  are  acquainted. 

The  work  done  in  the  dental  societies  by  these  men  was  very  great, 
and  we  sometimes  wonder  how  they  attended  to  the  duties  of  a  full 
practice  and  found  time  to  write  articles  for  the  journals  and  to  take  such 
an  active  part  in  the  proceedings  of  the  societies;  but  they  did  it,  never- 
theless, and  at  that  time  they  were  in  the  possession  of  lucrative  prac- 
tices composed  of  the  most  exclusive  persons. 

A  great  deal  has  been  said,  and  a  great  deal  more  might  be  said  re- 
garding patents,  as  to  whether  an  idea  of  value  should  be  patented,  or 
given  to  the  profession  without  patenting  it.  Ultra  ethical  members  of 
the  profession  are  very  much  opposed  to  inventors  securing  patents, 
and  assert  that  as  the  members  of  the  profession  have  received  liberally 
from  their  stores  of  knowledge,  it  is  their  duty  to  give  freely  of  what 
they  may  discover. 


4,^  THE  PRACTICE   BUILDER 

Theoretically,  this  may  be  very  satisfactory,  but  practically  it  is  not. 
To  give  inventions  to  the  profession  without  payment  for  the  time,  labor, 
and  expense  spent  in  evolving  them,  is  not  to  the  taste  of  most  persons. 
In  this  country,  if  a  thing  is  good  you  must  pay  for  it,  and  usually  you 
get  your  money's  worth.  Ideas  that  are  worth  nothing  cost  nothing, 
but  ideas  that  are  the  result  of  great  industry  and  study  are  worth  hav- 
ing, and  are  therefore  worth  paying  for.  Financial  appreciation  is  a 
stimulus  that  actuates  most  inventors  to  the  evolution  of  ideas  that 
result  in  labor-saving  devices,  or  implements  that  facilitate  the  per- 
formance of  work.  Because  of  a  financial  stimulus,  we  have  many  in- 
ventions that,  without  the  financial  appreciation,  we  would  not  have. 

The  history  of  inventions  in  dentistry  is  proof  that  a  man  should 
be  paid  for  his  brain  work.  Dr.  Barnum,  the  inventor  of  the  rubber 
dam.  gave  the  idea  to  the  dental  profession  without  patenting  it,  and 
without  exacting  from  those  who  used  it  any  payment.  Dr.  Barnum 
died  a  poor  man.  Had  he  patented  his  invention  his  family  would  have 
been  left  in  independent  circumstances,  and  the  individual  members 
of  the  dental  profession  would  never  have  felt  the  slight  additional  pay- 
ment necessary  to  secure  the  benefits  of  one  of  the  most  valuable,  if  not 
the  most  valuable  aids  to  operating. 

No  one  denies  Dr.  Bonwill's  right  to  patent  his  inventions,  and  no 
one  questions  the  propriety  of  his  so  doing.  Without  financial  stimulus 
it  is  doubtful  if  his  appliances  would  have  been  evolved  and  brought 
into  use,  because  few  men  could  devote  to  their  production  and  perfec- 
tion the  necessary  time  and  labor,  were  it  not  for  the  fact  that  liberal 
payment  was  to  be  made  therefor. 

Talent  and  ingenuity  have  a  right  to  secure  for  their  possessor  the  re- 
wards to  which  study  and  labor  are  entitled  in  any  calling,  antl  we  be- 
lieve it  is  proper  for  persons  possessed  of  a  high  order  of  inventive  talent 
to  patent  any  useful  idea  that  may  be  evolved.  They  owe  this  to  them- 
selves and  to  their  families. 


Records 


"  Records  that  defy  the  tooth  of  time  " 

A  system  for  recording  all  transactions  is  of  paramount  importance. 
Lack  of  attention  to  these  details  has  made  it  necessary  to  display  a  red 
card  bearing  the  legend,  "  For  Rent,"  in  many  an  apartment  formerly 
occupied  by  a  dentist. 

Attention  to  details  means  attention  to  matters  of  large  import. 
Lack  of  attention  to  details  begets  carelessness  in  matters  large  and 
small. 

Many  have  gone  on  year  after  year  with  no  other  record  than  that 
which  can  be  shown  by  the  cash  book.  They  know  nothing  of  the  his- 
tory of  their  cases ;  have  no'  knowledge  of  the  value  of  this  or  that  filling 
material  as  a  permanent  stopping,  or  whether  or  not  their  own  work  in 
any  mouth  compares  favorably  with  the  work  of  other  operators. 

They  are  at  a  loss  to  tell  whether  certain  work  is  or  is  not  their  own, 
and  are  thus  sometimes  placed  in  the  embarrassing  position  of  being  told 
that  their  work  has  failed — without  means  of  verifying  or  disproving  the 
assertion. 

It  is  probably  truer  of  dentistry,  than  of  any  other  profession,  that 
a  practitioner  rarely  leaves  his  vocation  to  engage  in  other  business; 
he  is  fully  committed  to  it,  it  is  his  life  work,  and  he  will  be  doing  twenty 
years  hence  just  what  he  is  doing  to-day,  if  he  lives  and  has  his  health; 
consequently  it  should  become  impressed  on  his  mind  that  the  present 
is  the  time  to  make  records,  never  trusting  such  matters  to  memory. 

There  is  nothing  complicated  or  difficult  to  understand  in  this  work; 
it  is  simplicity  itself,  and  once  the  habit  becomes  established  of  record- 
ing the  operations  performed,  it  becomes  as  natural  to  the  operator  as 
the  use  of  the  mouth  mirror. 

415 


4i6 


THE    PRACTICE    BUILDER 


There  liave  been  many  plans  submitted  for  the  keeping  of  records 
dealing  with  the  tilhng  of  teeth  and  the  treatment  of  their  diseased  con- 
ditions, but  we  find  that  simphcity  is  the  chief  desideratum,  and  a  mass 
of  signs  and  figures  understood  only  by  the  operator  are  not  to  be  com- 
mended. 

When  a  patient  is  seated  in  the  operating  chair  to  have  the  teeth 
examined,  a  suitable  blank  should  be  at  hand  whereon  may  be  noted  the 
characteristics  of  the  case,  location,  and  size  of  cavities. 

One  of  the  most  practical  and  comprehensive  of  these  is  Dr.  Chas. 

F.  Allan's  examination  tablet.  It  is  supplied  by  the  S.  S.  White  Dental 
Manufacturing  Company.  Each  pad  contains  lOO  blanks,  and  these 
are  numbered ;  in  the  front  are  ruled  pages  to  index  the  names  for  ready 
reference.  At  the  top  of  each  page  is  shown  a  labial  and  lingual  aspect 
of  the  anterior  teeth,  and  the  buccal  and  coronal  aspects  of  the  posterior 
teeth,  both  superior  and  inferior.  At  the  bottom  are  ruled  lines  for  the 
name  and  address  of  the  patient  and  a  line  for  dating,  while  all  the  space 
between  the  diagram  and  the  line  for  patient's  name  may  be  utilized  for 
recording  the  points  of  interest. 

In  using  this  blank,  after  having  dated  it  and  inserted  the  patient's 
name,  the  location  and  extent  of  the  cavities  of  decay  should  be  indicated 
by  use  of  a  black  lead  pancil;  and  if  the  patient  asks  for  an  estimate  it 
can  be  given,  and  the  items  of  the  estimate  be  recorded  on  the  back  of 
the  page  for  future  reference. 

As  fast  as  the  work  is  done,  the  kind  of  filling  should  be  indicated  by 
a  suitably  colored  pencil,  and  the  exact  size  and  extent  of  the  filling 
should  be  clearly  shown.  The  color  of  the  pencil  should  indicate  the 
filling.  Red  should  denote  gold;  green,  cement;  dark  blue,  amalgam; 
and  light  blue,  gutta  percha. 

Underneath  the  appropriate  teeth,  and  indicated  by  a  straight  line, 
should  be  written  the  information  of  special  interest  pertaining  to  them. 
If.  for  instance,  it  is  necessary  to  devitalize  the  pulp,  this  may  be  indi- 
cated by  the  abbreviation  "  de."  and  the  date,  "  6I23."  The  removal 
of  the  destroyed  pulp  may  be  noted  by  saying,  "  Pulp  removed  6J30. 

G.  G.  Drills  (meaning  Gates-Glidden  Drills).  S.  A.  (meaning  Sulphuric 
Acid).  B.  S.  (meaning  Bicarbonate  of  Soda).  Cot.  ol.  cl.  (meaning 
Cotton  and  Oil  of  Cloves).    T.  S.  (meaning  Temporary  Stopping)."    If 


THE    PRACTICE    BUILDER  417 

it  were  necessary  to  change  this  cotton  again  this  could  be  indicated  by 
the  appropriate  date  and  abbreviations. 

At  the  final  sitting  the  whole  operation  of  filling  should  be  shown 
by  the  date  and  the  nature  of  the  materials;  as,  for  instance,  "  W.  C. 
(Watts  Crystal),  R.  f  (Rowans  No.  f),  Fin.  30  (Finished  with  No.  30 
gold)." 

Where  amalgam  is  used,  the  maker's  name  should  be  shown;  as, 
"  F.  S.  A."  (Flagg's  Submarine  Alloy),  because  it  is  of  advantage  to 
observe  the  action  of  the  different  makes  of  alloy  in  the  mouth.  If 
cement  is  used  the  name  should  be  indicated;  as  "  H.  C.  8."  (meaning 
Harvard  Cement  No.  8). 

When  Crown  and  Bridge  Work  is  inserted,  the  karat  of  the  gold 
should  be  shown;  also  the  lowest  karat  of  solder  used  any  place  on  the 
piece,  so  that  if  for  any  reason  the  piece  had  to  be  removed  for  repair 
the  operator  would  not  make  the  mistake  of  using  then  a  higher  karat. 

In  regulating,  the  dates  should  be  shown  on  which  regulating  or  re- 
taining pieces  were  inserted  or  changed,  so  that  this  information  could 
be  had  instantly  when  needed.    This  is  important. 

The  address  book  is  an  important  factor  in  keeping  records,  and 
should  be  kept  up  close  with  the  work.  It  should  be  about  5x8  inches, 
of  the  very  best  quality,  bound  in  seal,  the  top  and  bottom  of  pages  gilt 
edged,  the  paper  of  the  best  quality  and  heavy  enough  to  permit  of 
erasure. 

It  should  have  a  thumb  index.  The  names  should  be  written  with  a 
hard  pencil,  so  as  to  be  easily  erased,  in  case  of  the  removal  of  the  pa- 
tient. Soft  pencil  blurs  the  opposite  page.  A  book,  such  as  we  have 
described,  can  be  ordered  of  any  stationery  store,  for  from  two  to  two 
and  one-half  dollars. 

The  names  should  be  taken  from  the  Allan  Examination  Pad,  by  the 
lady  assistant,  and  entered  under  their  appropriate  index  letter  in  the 
address  book.  Whenever  a  patient  dies,  either  erase  the  name  or  indi- 
cate his  decease  in  some  manner. 

It  has  been  our  custom  to  keep  a  record  of  extracting  on  a  separate 
slip,  using  for  this  purpose  the  small  examination  pads  which  are  sold 
at  ten  or  twenty  cents,  and  which  have  diagrams  of  both  the  temporary 
and  permanent  teeth.  In  this  way  it  is  not  necessary  to  refer  to  the 
operating  records  for  information  regarding  the  extracting. 


4iS 


THE   PRACTICE   BUILDER 


These  slips  are  bundled  together  after  the  names  have  been  trans- 
ferred to  the  address  book,  and  kept  in  small  heavy  card  envelope  files, 
so  as  to  be  easily  referred  to,  or  they  may  be  enclosed  in  unsealed  en- 
velopes, which  should  have  an  appropriate  index  letter  to  indicate  the 
contents. 

A  careful  record  of  plate  work  should  be  kept,  because  of  its  liability 
to  damage  and  the  necessity  for  its  prompt  repair  and  the  use  of  a  block 
to  match  the  broken  part.  When  the  teeth  are  extracted  the  particular 
ones  which  have  been  removed  should  be  shown  either  on  the  Allan 
tablet  or  on  the  slips  we  have  spoken  of.  Before  the  artificial  teeth  are 
made  up  into  a  plate,  the  make,  color,  and  mould  should  be  put  down ; 
and  when  the  plate  is  returned  for  repair  and  a  new  block  must  be  in- 
serted, it  is  only  necessary  to  refer  to  the  record  where  all  the  informa- 
tion is  at  the  disposal  of  the  dentist.  He  can  thus  order  an  exact  dupli- 
cate from  his  dealer,  or  from  the  manufacturer  direct,  insuring  to  his 
patient  a  match  of  the  injured  block  with  an  exact  dui)licate  in  size, 
color,  and  every  feature. 

An  appointment  book  should  not  contain  a  diagram  of  the  teeth;  it 
complicates  matters  to  have  diagrams  of  the  work  of  two  or  three  in- 
dividuals on  one  page,  and  is  of  no  possible  aid.  This  book  is  for  the 
purpose  of  showing  the  day  and  hour  wdien  certain  work  is  to  be  done, 
and  it  is  not  intended  for  any  other  purpose.  It  is  only  necessary  for  it 
to  show  the  days  of  the  week,  and  a  space  for  the  date,  lines  for  the  names 
of  patients,  and  suitable  places  for  memoranda. 

There  should  be  on  the  desk  a  calendar  like  that  which  is  furnished 
to  subscribers  of  The  Dental  Cosmos,  ox  one  with  an  iron  base  and  hav- 
ing a  separate  slip  for  each  day;  w^e  prefer  the  latter,  because  there  is 
sufficient  room  to  record  the  transactions  of  the  day.  On  this  slip  we  are 
in  the  habit  of  entering  all  cash  receipts  and  disbursements,  together 
with  all  accounts  which  are  to  be  charged.  These  items  are  entered  in 
the  day-book  at  the  end  of  the  day,  and  the  slips  either  destroyed  or  filed 
away  for  reference. 

The  bills  rendered  by  the  dental  supply  houses  should,  for  conve- 
nience, be  entered  in  a  bill-book. 

If  goods  were  all  ordered  from  the  same  house  and  bills  were  re- 
ceived from  but  one  firm,  it  would  only  be  necessary  to  keep  these  to- 


THE  PRACTICE   BUILDER  419 

gether  and  add  their  amounts  to  find  the  total  indebtedness;  but  as  bills 
are  received  from  many  firms  this  necessitates  the  keeping  of  a  record 
in  compact  shape. 

Get  a  book  at  the  stationer's,  known  as  the  Bills  Receivable  and 
Bills  Payable  book.  It  is  intended  for  keeping  account  of  the  notes 
that  are  due  to  firms,  and  those  that  are  owed  other  firms.  When  the 
bills  are  received  they  are  placed  in  the  desk  file  (See  OfBce  Business 
Fittings),  and  the  lady  assistant  takes  them  from  the  current  month  in 
the  desk  file  and  enters  the  date,  name  of  dealer,  and  amount,  in  the  bill- 
book,  and  the  amounts  are  transferred  to  the  day-book  and  the  bills 
are  checked  as  entered  and  placed  in  the  invoice  file  in  the  desk.  (See 
Office  Business  Fittings.) 

It  is  important  to  have  orders  copied,  so  that  the  specific  instruc- 
tions connected  with  an  order  can  be  seen  at  any  time.  Those  who  have 
a  letter-copying  book  and  press  can  easily  copy  their  orders ;  but  it  is  not 
necessary  to  go  to  the  expense  of  a  copying  press,  stand,  and  book  to 
have  the  advantage  of  such  record.  One  of  the  simplest  and  cheapest 
devices. of  this  kind  is  Bushnell's  Perfect  Letter  Copying  Book.  It  con- 
tains 150  pages,  and  the  price  is  $1.30.  It  can  be  ordered  through  any 
stationer  or  of  the  manufacturer,  Alvah  Bushnell,  106  South  4th  Street, 
Philadelphia. 

By  use  of  this  device,  which  does  not  require  a  copying  press,  the 
dentist  can  at  any  time  see  just  what  the  order  called  for.  This  is  of  ad- 
vantage in  ordering  teeth,  where  the  color  and  specifications  concerning 
the  bite  and  thickness  of  the  gum,  etc.,  are  wanted.  In  ordering  gold 
for  Crown  and  Bridge  Work,  it  is  of  great  advantage  to  know  just  what 
size  pieces  to  order;  and  as  many  men  take  a  measure  of  the  tooth  to 
be  crowned  and  order  gold  accordingly,  it  is  only  necessary,  after  a  few 
orders  have  been  copied,  to  refer  to  the  copying  book,  where  the  record 
shows  the  length  and  width  of  a  piece  of  gold  for  any  case,  and  the 
size  of  the  cusp  pieces  as  well.  This  makes  a  saving  in  gold  alone  that 
is  worth  the  cost  of  the  book. 

It  is  necessary  to  have  a  book  in  which  all  the  names  of  the  patients 
may  be  shown,  and  which  is  appropriately  ruled.  This  book  should  be 
used  only  for  the  examination  cards  shown  in  the  chapter  on  "  Hold- 
ing Patronage." 


420 


THK   PRACTICE   BUILDER 


First  should  come  the  i)aticnt's  name,  then  in  tlie  next  space  the 
date  when  card  is  sent,  then  the  date  of  the  card  for  the  examination  of 
the  teeth;  in  the  next  space  should  be  shown  the  date  on  which  the 
reminder  card  was  sent,  and  if  the  patient  calls  to  have  the  teeth  ex- 
amined on  the  date  mentioned,  it  should  be  checked  by  an  appropriate 
mark;  then  if  an  ajipointment  is  necessary,  the  date  on  wliich  the  ap- 
pointment falls  should  be  shown  in  the  next  space.  When  the  work 
has  been  performed,  the  appointment  date  should  be  checked  off.  There 
should  be  spaces  enough  to  allow  for  ten  or  twelve  examinations  and 
appointments,  because  some  of  the  examinations  should  be  made  four  or 
more  times  a  year. 

The  form  of  entry  is  shown  here: 

"  Brown,  Emma— 6;30—7;  15— 7114—7125." 

This,  as  we  see,  shows  the  name,  date  card  is  sent,  date  of  examina- 
tion appointment,  date  reminder  card  is  sent,  and  date  of  appointment. 

The  book,  as  we  have  said,  should  have  pages  wide  enough  to  permit 
of  several  such  examinations  being  made,  without  transferring  the 
name  to  another  page.  The  record  of  cement  examination  cards  should 
be  kept  in  the  same  book,  or  in  another  similarly  ruled.  (The  ruling 
of  either  book  may  be  done  by  use  of  red  ink  and  a  ruler.) 

First  should  come  the  name  of  the  patient,  then  the  date  on  which 
the  card  is  sent,  then  the  date  of  the  examination;  and  if  the  cement 
has  worn  sufficiently  to  require  any  addition,  the  date  upon  which  the 
work  is  done  should  be  marked  in  another  column,  just  as  shown  for  the 
examination  cards:  and  if  the  work  has  been  done  it  should  be  checked 
in  the  book  so  as  to  be  readily  understood;  but  if  it  is  not  necessary  to 
add  more  cement,  this  can  be  shown  l:)y  an  appropriate  mark,  such,  for 
instance,  as  "  O.  K."    Thus: 

"Smith.  Bertha — 6]  15 — 6|25 — 7|6.    O.  K." 

In  this  book  there  should  also  be  sufficient  room  to  allow  for  several 
such  examinations,  the  work  running  across  on  the  opposite  page,  al- 
ways using  the  left  hand  page  for  the  name  and  the  first  two  or  three 
records  complete;  in  this  w^ay  one  page  may  be  made  to  do  for  two  or 
three  years. 

By  referring  to  the  chapter  on  Office  Business  Fittings  the  reader 
will  be  made  acquainted  with  the  manner  in  which  an  accurate  and 


THE  PRACTICE  BUILDER  421 

systematic  arrangement  of  these  record  cards  is  kept,  and  the  cards  sent 
out  promptly  at  the  proper  times.  It  requires  no  argument  to  show 
that  the  employment  of  these  record  cards  cannot  fail  to  be  an  aid  to 
securing  prestige  and  dignity  in  any  dental  practice.  People  become 
impressed  with  the  dentist's  earnestness,  and  his  singleness  of  purpose, 
when  they  note  that  he  uses  such  care,  and  appears  to  have  their  best 
interests  at  heart. 

"  To  have  a  legal  value,  all  records  of  work  done  should  be  made 
on  the  same  day  the  work  is  done." — Re Ji fuss. 

It  is  of  practical  consequence  that  the  entries  be  made  in  the  day- 
book on  the  same  day  the  service  is  rendered,  although  some  author- 
ities allow  a  short  grace  after  the  day.  The  account  should  be  charged 
to  the  person  who  is  to  pay  it,  and  give  dates,  items,  and  prices.  The 
charges  should  not  be  lumped,  but  should  be  as  specific  as  possible;  not 
one  charge  for  two  or  more  fillings,  or  for  several  treatments,  but  each 
should  be  distinctly  itemized.  If  this  is  not  done  the  books  are  im- 
perfect ;  and  if  admissible  at  all,  are  unsatisfactory  in  proving  the  value 
of  the  services  charged. 

Various  methods  are  used  by  dentists,  wherein  day-book  and  ledger 
are  combined;  and  various  marks  and  signs  are  substituted  for  plain 
language,  to  represent  a  certain  class  of  operations.  These  methods 
are  viewed  with  disfavor  by  the  court  and  juries,  and  are  sometimes  ex- 
cluded as  evidence. 

As  stated,  it  is  the  best  practice  to  enter  the  charge  for  the  service 
at  once,  because  it  is  of  importance  to  do  so  in  case  the  debtor  should 
die.  Under  these  circumstances,  the  dentist  would  have  to  prove  the 
value  of  his  service  by  other  persons,  as  no  reliance  could  be  placed  in 
the  books. 

If  the  debtor  is  living,  the  dentist  can  be  a  witness  himself  to  prove 
his  claim  in  any  way;  but  in  case  the  debtor  is  dead  he  is  confined  to 
his  book  account  and  other  testimony  besides  his  own. 


Advertising 

"  He  doih  give  us  bold  advertisement " 

Advertisings  in  dentistry  is  the  most  delicate  subject  that  we  have  to 
consider.  Much  has  been  said  and  written  on  the  topic,  but  there  has 
never  been  given  to  it  as  thorough  consideration  as  it  merits.  It  is  a 
very  complex  theme,  and  to  discuss  it  adequately  one  must  be  pos- 
sessed of  a  thorough  knowledge  and  experience  of  every  phase  of  adver- 
tising, as  well  as  a  proper  comprehension  of  the  code  of  ethics. 

This  question  of  advertising  divides  the  entire  dental  profession  into 
two  great  classes,  the  advertisers,  and  the  non-advertisers;  and  be- 
tween them  there  exists,  instead  of  a  bond  of  professional  union,  a  feel- 
ing of  resentment. 

Throughout  the  world  the  advertising  dentist  is  looked  upon  as  one 
who  has  deserted  the  camp  of  professionalism,  and  has  thereby  lowered 
his  standard  to  the  level  of  the  tradesman.  The  question  is  one  largely  of 
sentiment  and  individual  taste.  There  are  thousands  of  really  skilful 
dentists  who  advertise,  and  there  are  thousands  of  very  inferior  dentists 
who  do  not  advertise  and  who  are  loud  in  their  condemnation  of  their 
fellow  craftsmen  who  do. 

No  other  question  of  interest  to  the  dental  profession  is  the  cause  of 
such  widespread  feeling  as  this  one.  The  feeling  which  it  engenders  is 
such  that  friendly  relations  cannot  be  maintained  between  the  votaries 
of  the  two  classes,  and  professional  ambition  is  superseded  by  a  commer- 


.■\uthor's  Notr. — This  chapter  is  intended  exclusively  for  dentists  who  advertise  and  not 
for  dentists  who  do  not  advertise  ;  those  who  are  opposed  to  advertising  will,  therefore,  pass 
this  chapter,  as  its  contents  can  have  no  interest  for  them.  There  can  be  no  reason  why  the 
subject  should  not  be  considered,  and  there  can  be  no  valid  excuse  for  ignoring  the  large 
number  of  dentists  who  do  advertise.  This  book  would  not  be  complete  if  it  failed  to  properly 
consider  the  subject  and  to  show  wherein  improvements  can  be  made  whereby  the  present 
undesirable  features  of  dental  advertising  may  be  remedied. 

422 


THE   PRACTICE   BUILDER  423 

cial  rivalry,  which  is  not  only  hurtful  to  the  profession  and  its  practi- 
tioners, but  also  instils  within  the  minds  of  the  dental  constituency  a  feel- 
ing of  distrust. 

But  we  must  consider  that  there  are  two  kinds  of  advertising,  good 
and  bad,  and  that  some  men  conduct  their  advertising  with  the  best 
taste  and  discernment,  so  that  it  is  not  to  be  classed  with  the  horrible 
examples  that  deface  the  pages  of  our  newspapers  in  the  cities,  and 
which  occupy  space  enough  for  commercial  houses  of  the  largest  kind. 

There  seems  to  be  some  question  in  the  minds  of  many  dentists  as 
to  what  constitutes  advertising,  for  men  who  are  supposed  to  be  opposed 
to  it  have  been  in  the  habit  of  employing  some  of  the  same  methods 
that  are  used  by  advertising  dentists.  Recently,  in  a  report  submitted 
to  a  prominent  dental  society,  the  names  of  the  advertising  dentists  were 
taken  from  the  business  directory  of  the  city,  and  among  them  was  that 
of  a  man  who  had  been  twice  elected  president  of  that  society;  also  the 
name  of  one  who  had  been  president  of  another  prominent  society  in 
the  same  city.  When  asked  why  these  gentlemen  were  considered  to  be 
advertising  dentists,  the  answer  was  given  that  their  names  were  in 
larger  type  than  those  of  others,  just  as  advertising  dentists  have  their 
names  in  larger  type,  and  consequently  they  were  considered  to  be  ad- 
vertising dentists.  This  makes  us  ask  if  it  is  advertising  to  have  one's 
name  in  larger  type  than  is  commonly  used  in  the  directory?  The  real 
purpose  of  advertising  is  to  attract  attention  to  one's  business,  with  the 
object  of  gaining  patronage.  Any  published  matter  which  accomplishes 
this,  especially  if  it  be  paid  for,  must  be  considered  advertising. 

A  business  directory  is  a  directory  in  which  the  publisher  groups 
together  the  names  of  men  occupied  in  given  occupations.  One  use 
of  a  business  directory  is  for  such  cases  as  one  in  which  a  person  desires 
the  address  of  an  individual  whose  name  he  had  forgotten,  and  he 
turns  to  the  known  business  of  that  individual  and  looks  through  the 
list  until  the  eye  is  attracted  by  this  familiar  name.  The  appearance  of 
the  name  and  address  of  a  professional  man  in  such  a  list,  in  the  same 
type  as  his  neighbors,  cannot  possibly  be  criticised. 

But  there  is  another  use  to  which  the  directory  is  put.  This  is  where 
a  stranger  at  a  hotel,  desiring  service,  looks  over  the  list,  designing  to 
choose  some  one  living  convenient  to  his  address.  Suppose  that  in 
glancing  through  the  list,  he  sees  a  name  conspicuously  larger  than  the 


424 


THE    PRACTICE    BUILDER 


Others.  He  will  certainly  decide  that  such  a  man  is  conspicuously  bet- 
ter than  the  others,  that  he  is  famous  in  his  profession,  and  that  the 
directory  publisher  has  piven  this  conspicuous  type  as  a  mark  of  merit. 
Many  persons  would  certainly  take  this  view.  But,  suppose  that,  with 
due  caution,  the  stranger  makes  incjuirics  and  learns  that  the  man  is 
indeed  a  distin£juishe(l  practitioner,  he  will  then  at  once  decide  to  bestow 
his  patronage  upon  him.  So  that,  by  analysis,  it  is  seen  that  this  very 
mild  form  of  advertising,  especially  since  it  is  so  skilfully  veiled,  is,  after 
all,  the  most  attractive  that  the  distinguished  man  can  adopt.  In  a  city 
business  directory  the  name  in  ordinary  type  costs  nothing,  while  that 
set  in  large  type  is  charged  for.  This  is  probably  the  very  mildest  form 
of  advertising.  As  to  whether  it  is  a  violation  of  the  code  of  ethics  or 
not  we  are  not  prepared  to  say. 

The  next  higher  stage  of  advertising  that  is  employed  by  ethical  den- 
tists is  in  what  is  known  as  the  "  Blue  Book,"  or  "  Society  List,"  in 
which  there  is  a  "  Dentist's  List."  There  is  usually  a  note  at  the  head 
of  this  list  which  reads  something  like  the  following:  "  The  object  of 
this  department  is  to  furnish  families  who  annually  purchase  the  book, 
with  a  readv  reference  list  of  reputable  practitioners,  their  office  hours 
and  correct  addresses."  Just  as  the  business  directory  seemed  to  ad- 
vance the  idea  of  superior  merit  for  the  names  in  large  letters,  the  pub- 
lishers of  the  "  Blue  Book  "  and  "  Society  List  "  do  the  same  thing  more 
thoroughly  by  announcing  that  the  names  on  their  list  are  safe  men  for 
the  best  families  to  employ.  There  is  no  doubt  that  this  "  Blue  Book  " 
advertising  is  very  profitable:  these  books  go  into  the  representative 
families  of  the  cities  in  which  they  are  issued. 

This  kind  of  advertising,  if  it  can  really  be  called  so,  is  seen  only  by 
the  most  desirable  class  of  people  and  less  publicity  is  given  to  it  than 
any  other  kind  of  announcements.  It  is  never  submitted  to  the  pub- 
licity which  attaches  to  other  printed  announcements,  and  is  not,  there- 
fore, subjected  to  criticism,  either  professional  or  private.  For  these 
reasons  it  is  particularly  attractive  to  many  practitioners  w-ho  have 
attained  distinction. 

Men  who  have  attained  more  than  ordinary  distinction  seem  to  think 
it  proper  for  them  to  do  things  which  if  done  by  less  well-known  men 
would  be  the  subject  of  much  unfavorable  comment.  A  few  years  since 
there  appeared  in  a  prominent  weekly  publication  an  article,  accom- 


THE    PRACTICE    BUILDER  425 

panied  bv  pictures,  in  which  attention  was  directed  to  the  superior  skill 
of  the  subject  in  the  performance  of  various  operations,  together  with 
some  history  of  his  work.  This  was,  of  course,  unfavorably  commented 
on  and  was  discussed  at  length  in  the  more  prominent  societies. 
Whether  or  not  it  was  advertising,  we  are  not  prepared  to  say. 

At  another  time  a  series  of  articles  appeared  in  the  Sunday  edition 
of  The  Xew  York  Herald,  bearing  the  title,  "  What  the  Dentists  are 
Doing."  These  articles,  we  believe,  were  not  signed  by  any  one,  but 
they  were  commented  upon  as  being  unworthy  of  the  profession.  The 
subject-matter  of  these  dissertations  was  devoted  to  the  more  recent 
improvements  introduced  into  dental  practice,  and  was  illustrated  with 
cuts  of  bridge  dentures,  etc. 

Again,  when  hypnotism  became  so  interesting  a  subject  to  the  dental 
profession,  and  when  dental  journals  were  filled  with  communications 
on  the  subject,  and  the  proceedings  of  the  societies  were  given  up  largely 
to  discussions  relating  to  it  by  gentlemen  who  were  devoting  time, 
money,  and  energy  to  a  solution  of  the  problem  with  reference  to  its 
appropriate  application  to  dental  practice,  there  appeared  in  one  of  Bos- 
ton's foremost  dailies  an  article  of  two  or  three  columns  on  hypnotism 
in  dental  practice,  with  several  instances  of  the  successful  performance 
of  dental  operations  without  pain  when  done  in  conjunction  with  hyp- 
notic suggestion.  Through  all  this  article  there  was  the  air  of  a  com- 
munication intended  to  enlighten  the  reading  public  upon  a  remark- 
able innovation,  but  near  the  end  of  the  review  there  was  introduced 
the  name  of  a  prominent  Boston  practitioner,  with  the  statement  that  so 
far  Dr.  Blank  was  the  only  person  who  had  been  specially  successful  in 
performing  operations  by  the  aid  of  hypnotic  suggestion.  Was  this 
really  any  less  of  an  advertisement  than  the  statements  made  in  the 
space  advertisements  in  the  same  paper?  To  be  sure,  it  was  in  the  nature 
of  a  scientific  dissertation  prepared  for  the  general  public,  but  the  name 
of  the  gentleman  was  artfully  introduced  and  the  article  was,  no  doubt, 
the  means  of  giving  him  much  publicity;  while  the  individuals  whose 
names  are  prominently  mentioned  in  such  articles  may  not  be  the 
authors  of  them,  they  are,  in  the  majority  of  instances,  published  at  their 
suggestion. 

As  to  whether  such  newspaper  and  magazine  communications  con- 
stitute a  violation  of  the  code  of  ethics,  we  do  not  care  to  say ;  perhaps 


426  THE    PRACTICK    BUILDER 

a  liberal  conception  of  the  code  would  permit  such  use  of  the  press, 
but  we  believe  that  professional  conuuunications  might  better  be  made 
direct  to  the  newspaper  or  other  publications  from  the  dental  societies. 
These  articles  could  not  be  criticised,  and  the  publication  would  benefit 
the  entire  profession. 

These  instances  which  we  have  just  mentioned  are  the  means  which 
ethical  dentists  have  from  time  to  time  employed  to  attract  attention  and 
patronage  to  themselves. 

We  now  propose  to  discuss  advertising  as  it  is  used  in  the  large 
cities  by  those  who  conduct  advertising  practices.  Before  entering  into 
a  discussion  of  newspaper  advertising  as  employed  by  the  proprietors 
of  "  dental  parlors,"  "  dental  associations."  "  dental  infirmaries,"  "  den- 
tal companies,"  "  dental  institutes,"  etc.,  we  will  consider  those  prac- 
tices which  depend  more  upon  their  favorable  location  than  upon  any 
other  factor  for  gaining  patronage.  There  are  several  of  these  offices 
in  all  of  the  larger  cities,  and,  instead  of  using  space  in  the  newspapers, 
they  have  at  the  entrance  to  their  stairway  a  large  case  filled  with  speci- 
mens of  work  and  a  large  number  of  extracted  teeth.  The  stairway 
usually  has  a  number  of  attractive  signs  that  mdicate  the  name  of  the 
establishment.  Generally  there  is  an  employee  stationed  at  the  foot  of 
the  stairs  who  hands  out  picture  cards  or  small  envelopes  containing 
samples  of  tooth  powder.  In  most  instances  the  offices  are  nicely  fur- 
nisheil,  and  an  appearance  of  substantial  success  is  given  to  the  office 
by  the  cleanliness  and  air  of  business  activity.  In  many  instances  these 
offices  are  conducted  by  those  who  have  had  several  years'  experience 
in  private  practices  and  have  abandoned  the  latter  for  what  is  presumed 
to  be  a  more  rapid  way  of  making  money.  These  offices  appear  to  do 
a  good  business  in  the  majority  of  instances,  and  some  are  patronized 
by  a  very  good  class  of  people.  The  proprietors  are  generally  men  of 
good  business  judgment,  and  many  of  them  are  possessed  of  superior 
ability  as  dentists.  Special  attention  is  usually  given  to  one  branch  of 
practice — plate  work,  crown  and  bridge  work,  or  extracting — and  very 
little  is  lost  in  bad  accounts  as  in  a  private  practice,  the  business  being 
conducted  on  a  cash  basis. 

The  printed  matter  which  is  distributed  might  be  very  greatly  im- 
proved. Xo  one  cares  for  picture  cards  but  children,  and  children 
do  not  patronize  these  offices  to  a  very  great  extent.     The  argument 


THE    PRACTICE    BUILDER  *  427 

may  be  made  that  the  children  carry  the  picture  cards  home,  and  grown 
members  of  the  family  see  the  cards  and  are  thereby  influenced  to  give 
the  office  a  call.  If  this  is  so,  why  not  make  the  printed  matter  appeal 
directly  to  the  grown  people,  by  presenting  them  with  such  printed 
matter  as  will  be  of  special  interest  to  them? 

On  the  crowded  streets  of  a  large  city  there  is  so  much  advertising 
by  circulars  and  handbills  that  most  people  refuse  to  accept  them.  The 
best  form  to  use  is  a  small  folder  or  booklet;  if  a  booklet,  one  of  eight 
or  twelve  pages  is  a  very  desirable  size,  and  it  should  have  nothing  but 
the  title  on  the  front  page,  and  on  the  last  page  nothing  but  the  name 
and  address  of  the  giver.  About  three  inches  long  by  two  and  one- 
fourth  inches  wide  is  a  good  size  for  a  booklet.  The  paper  should  be 
white,  of  very  good  quality,  preferably  of  linen,  and  the  printing  should 
be  clear  and  the  type  not  smaller  than  eight  point.  The  ink  used  should 
be  black.  The  title  of  the  booklet  should  not  exceed  five  words,  and 
should  tell  the  whole  story  in  those  five  words.  There  should  be  no 
pictures  either  of  the  advertiser,  bridge  work,  plate  work,  or  anything  of 
such  a  nature. 

An  appropriate  title  for  such  a  booklet  would  be  "  Modern  Den- 
tistry for  Modern  People,"  "  Sound  Teeth  in  a  Sound  Head,"  "  Tooth 
Facts,"  "  Tooth  Talks,"  "  How  to  Have  Good  Teeth,"  "  Bad  Teeth  and 
Dyspepsia."  The  subject  matter  should,  of  course,  follow  the  tenor  in- 
dicated by  the  title.  Prices  should  not  be  given,  but,  if  one  so  desires, 
he  may  indicate  that  the  fees  are  not  high;  the  word  "  cheap  "  should  be 
avoided.  The  general  tone  should  be  argumentative,  and  the  facts 
should  be  shown  in  regard  to  the  neglect  of  so  personal  a  duty  as  prop- 
erly caring  for  the  teeth,  and  the  necessity  for  prompt  attention  to  any 
of  the  disturbances  to  which  the  teeth  are  liable.  It  will  readily  be 
recognized  that  this  kind  of  advertising  -will  be  much  more  satisfactory 
in  every  way  than  the  practice  we  have  spoken  of  which  relates  to  the 
distribution  of  picture  cards,  etc. 

The  next  class  of  advertisers  in  large  cities  is  in  possession  of  good 
practices,  but  they  are  not  composed  of  the  inferior  people  who  patron- 
ize some  of  the  advertising  offices.  Advertising  offices  are  probably 
patronized  by  a  greater  variety  of  people  than  other  practices.  The 
class  of  which  we  are  about  to  speak  has  few  representatives.  They  do 
not  advertise  after  the  usual  manner  in  the  daily  papers,  but  instead 


428  THE    PRACTICE    BUILDER 

they  use  only  such  publications  as  have  an  exclusive  high-class  con- 
stituency, as,  for  instance,  those  that  are  devoted  to  linance,  real  estate, 
insurance,  and  education  or  such  other  publications,  though  h.aving  a 
comparatively  small  circulation,  as  go  to  a  class  of  readers  who  read  in 
order  to  keep  thoroughly  posted  upon  matters  of  vital  interest  to  their 
business.  Sometimes  these  advertisers  use  certain  trade  and  class 
papers,  as,  for  instance,  those  dealing  with  banking,  art,  railroads,  ad- 
vertising, teaching,  wheeling,  horses,  etc.  This  class  of  advertising 
never  becomes  so  public  as  that  which  appears  in  the  daily  papers,  and 
it  is  usually  conducted  in  the  advertiser's  own  name,  without  the  use  of 
"  parlors,"  "  association,"  or  similar  distinctive  titles.  In  these  prac- 
tices there  is  no  attempt  to  gain  patronage  by  the  use  of  statements 
relating  to  the  cheapness  of  the  work.  The  "  ads  "  are  more  in  the  form 
of  announcements  and  there  are  no  special  claims  made  concerning 
superior  ability,  and  they  may  be  said  to  pursue  ethical  advertising. 

Before  entering  more  fully  into  a  discussion  of  advertising  in  the 
larger  cities,  we  will  pay  some  attention  to  advertising  in  newspapers 
and  other  periodicals  in  the  small  cities  and  towns.  In  the  smaller 
cities  advertising  is  done  in  the  name  of  individual  dentists,  and  also 
by  those  who  operate  "  dental  parlors  " ;  the  former  kind  is  usually 
much  milder  in  tone  than  the  latter.  Two  kinds  of  newspaper  adver- 
tising are  used — the  "  local,"  which  consists  of  short  statements  ap- 
pearing among  the  news  items,  and  "  space  "  advertising,  which  ap- 
pears in  that  portion  of  the  paper  given  up  to  display  type.  Both  of 
these  forms  of  advertising  could  be  much  improved  so  far  as  appearance 
and  eflfectiveness  are  concerned. 

In  these  smaller  cities  which  we  are  now  considering,  the  mediums 
which  may  be  used  by  the  dentist  are  the  daily  papers,  the  weekly  papers, 
and  such  other  weekly  or  monthly  publications  as  may  be  issued  in  the 
I)lace  of  his  residence.  The  first  point  to  be  considered  relates  to  the 
circulation  of  the  paper  or  papers  to  be  used.  It  is  advisable  to  use 
the  paper  that  will  be  seen  by  the  most  people,  but  there  are  circum- 
stances which  might  make  it  advisable  to  use  a  paper  having  a  smaller 
circulation.  If  the  paper  that  has  the  largest  circulation  gives  little 
attention  to  its  advertisers,  and  does  not  show  by  its  advertising  col- 
umns that  it  has  a  good  assortment  of  type  for  "  ads,"  and  if  its  adver- 


THE    PRACTICE    BUILDER  429 

tising  columns  are  not  given  prominence,  and  no  attention  given  to 
display  the  "  ads  "  artistically,  it  will  readily  be  seen  that  a  paper  hav- 
ing a  smaller  circulation,  but  which  does  give  attention  to  all  these 
points,  will  make  a  more  desirable  publication  in  which  to  advertise, 
because,  while  it  may  have  a  smaller  circulation,  more  people  will  really 
see  and  read  the  "  ads."  The  appearance  which  a  paper  makes  has 
much  to  do  with  its  advertising  value.  Papers  charge  for  their  adver- 
tising according  to  their  circulation,  and,  as  circulation  varies  in  differ- 
ent places,  the  rates  cannot  be  estimated  on.  In  making  arrangements 
to  advertise  in  any  paper,  be  sure  to  know  just  what  you  are  paying  for, 
and  have  the  representative  of  the  paper  make  out  the  contract  and  have 
it  stated  in  just  what  position  the  "  ad  "  is  to  be  placed,  the  size  of  the 
"  ad,"  how  long  it  is  to  run,  how  often  it  is  to  be  changed,  and  what 
the  cost  is  to  be.  Unless  these  points  are  attended  to,  the  advertiser 
may  have  trouble  when  it  comes  to  changing  the  "  ads,"  or  the  "  ad  " 
may  be  crowded  out  of  its  position  frequently,  or,  if  he  decides  to  stop 
advertising  at  the  end  of  a  year,  they  might  continue  it  and  charge  for 
it.  No  directions  can  be  given  concerning  the  rates,  as  personal  inter- 
views with  the  person  who  attends  to  the  work  for  the  paper  is  the  only 
way  of  arriving  at  a  satisfactory  understanding.  Usually  publishers 
refuse  to  depart  from  their  regular  card  rates,  but  sometimes  a  reduc- 
tion is  made. 

The  next  point  to  decide  upon  is  that  of  continuity.  When  once  a 
person  decides  to  advertise  he  must  understand  that  it  is  not  advisable 
to  advertise  intermittently.  Advertising  must  be  continuous  to  be  prof- 
itable. We  do  not  mean  by  this  that  the  advertiser  must  advertise  every 
day,  but  that  he  must  advertise  continuously,  must  not  allow  any  great 
length  of  time  to  pass  between  the  appearance  of  his  advertisements. 
Thus,  he  may,  for  instance,  arrange  to  have  his  "  ads  "  appear  on  Tues- 
days, Thursdays,  and  Saturdays.  Some  papers  have  a  larger  circula- 
tion on  Wednesdays  and  Saturdays  than  on  other  days.  Friday  is  said 
to  be  one  of  the  best  days  for  the  daily  papers  of  towns  to  which  a  large 
agricultural  district  is  tributary. 

Experience  shows  that  the  first  appearance  of  a  new  advertiser  sel- 
dom brings  more  than  the  least  desirable  transient  patronage.  The 
second  appearance  does  little  more  than  open  to  the  reader  an  excuse 


430 


THE   PRACTICE   BUILDER 


for  his  attention.  The  third  suggests  business.  The  fourth  suggests 
more  of  it.  The  fifth  is  hable  to  impress  upon  the  reader  that  it  may 
be  to  his  advantage  to  consider  the  advertiser,  or,  more  Hkely,  to  so 
strongly  impress  him  that  the  memory  of  what  is  advertised  may  be 
recalled  by  subsequent  advertising.  It  has  sown  seed,  but  has  not 
watered  it.  The  sixth  appearance  of  the  advertisement  is  liable  to  be 
felt  in  the  office.    Then,  and  then  only,  does  advertising  begin  to  tell. 

To  discontinue  advertising  is  simply  to  destroy  a  heavy  proportion 
of  the  preliminary  education  of  the  possible  patrons  who  are  just  be- 
ginning to  be  influenced.  The  strength  of  advertising  is  in  its  contin- 
uity; continuity  begets  confidence  in  the  advertiser  and  in  what  is  ad- 
vertised. Persons  that  expect  advertising  to  pay  after  the  first  few 
appearances  of  the  advertisement  arc  very  much  mistaken.  .Advertising 
must  be  done  for  some  time  before  people  begin  to  notice  that  it  is 
being  done.  Daily  papers  in  the  smaller  cities  should  not  be  used 
oftener  than  every  other  day.  In  cities  having  a  population  of  from  ten 
thousand  to  thirty  thousand  this  is  often  enough,  and  the  notices  will 
probably  be  seen  nearly  as  often  as  if  they  appeared  every  day.  Weekly 
newspapers  circulate  largely  in  territory  which  is  tributary  in  a  com- 
mercial way  to  the  city  or  town  in  which  the  weekly  paper  is  published. 
Weekly  papers  are  more  thoroughly  read  than  daily  papers;  those  that 
receive  them  read  the  advertisements  as  thoroughly  as  they  do  the  read- 
ing matter. 

Aside  from  the  daily  and  weekly  newspapers  there  are  other  publica- 
tions which  may  be  used  with  profit.  Among  these  may  be  mentioned 
the  monthly  magazines  of  colleges  in  towns  or  cities  where  thc^e  are 
colleges,  and  the  papers  or  magazines  which  are  published  by  churches 
for  their  own  members.  Sometimes,  when  a  practitioner  is  located  in 
a  town  which  is  a  county  seat,  and  there  are  several  papers  throughout 
the  county  which  have  good  circulations  in  their  own  towns,  it  will 
])ay  to  keep  a  card  or  "  ad  "  running  in  those  papers. 

When  the  printing  offices  in  which  the  papers  are  printed  do  not 
have  desirable  or  modern  types  with  which  to  eiifectively  display  the 
"  ads,"  the  advertiser  should  have  the  "  ads  "  displayed  by  experts  in 
typography,  and  electros  made. 

The  space  which  it  is  proper  to  use  varies  according  to  the  taste  of 


THE  PRACTICE  BUILDER 


431 


the  advertiser,  but  we  believe  that  in  dentists'  advertisements  only  a 
small  space  should  be  used.  Two  and  one-half  inches,  single  column, 
makes  a  nice-sized  "  ad."  It  may  run  to  three  inches,  three  and  one-half 
inches,  or  four  inches  single  column,  but  the  first-mentioned  size  makes 
a  very  good  display.  A  dental  advertisement,  when  double-column 
display  is  used,  should  never  be  larger  than  three  inches. 

A  very  attractive  double  column  display  can  be  made  of  one  and 
three-quarters  or  two  inches  double  column,  having  a  light  border,  and, 
when  a  small  cut  of  a  pretty  girl  is  used,  is  striking  in  its  effect.  In 
"ads"  of  this  kind  the  wording  must  be  short,  sharp,  pithy;  there 
must  be  no  waste  of  words,  no  straining  after  effect.  A  good  position 
should  be  had.  The  most  desirable  positions  are  just  above  or  just 
below  the  fold  of  the  paper  in  dailies.  The  same  is  true  of  weeklies, 
although  in  some  papers  the  inside  local  pages  are  preferred  when  a 
good  position  near  the  top  and  centre  can  be  had. 

The  "  ads  "  should  be  changed  often.  An  "  ad  "  that  runs  along 
with  the  same  matter  is  said  to  be  a  "  dead  ad."  And  so  it  is,  because 
it  fails  to  attract  attention  or  patronage;  as  soon  as  people  see  it  they 
glance  away,  but  if  it  contains  some  new  statements  it  is  read.  People 
sometimes  look  for  the  "  ads  "  of  some  advertisers,  because  they  are  al- 
ways interesting,  and  many  contain  arguments  of  interest  to  the  readers. 
It  is  throwing  away  money  to  let  an  "  ad  "  stand  through  a  month 
without  changing  the  style  of  display  or  wording. 

A  uniform  style  should  be  preserved  in  the  wording  of  the  "  ads  " ; 
this  gives  to  them  an  individuality,  and  when  that  is  forceful  without 
being  exaggerated  it  will  prove  effective.  We  are  not  in  favor  of  pict- 
ures in  advertising  dentistry,  although  many  are  partial  to  them.  Pict- 
ures of  plate  or  bridge  work  are  especially  objectionable;  they  do  not 
tell  anything  and  they  use  up  bpace.  Poetry  should  never  be  used. 
All  that  is  to  be  said  can  be  said  with  greater  clearness  and  force  when 
it  is  written  in  prose  than  if  it  is  written  in  rhyme.  Many  persons  are 
so  proud  of  their  wit  that  they  cannot  resist  the  temptation  to  let  some 
of  it  get  into  their  advertisements.  This  is  very  unwise.  Funny  "  ads  " 
may  be  very  amusing,  especially  to  the  person  who  writes  them,  but 
they  do  not  advertise  as  well  as  straightforward  statements  do.  One 
may  get  a  reputation  for  being  a  very  funny  man,  but  he  will  not  there- 
by enhance  his  reputation  as  a  dentist. 


432  THE    PRACTICE    BUILDER 

Never  bring  politics  into  advertising.  This  is  in  the  worst  possible 
taste.  There  should  be  no  juggling  with  political  words  or  phrases, 
and  it  is  rarely  that  such  advertisements  can  be  so  constructed  that 
they  will  not  give  offense  to  someone.  There  is  neither  wit  nor  business 
sense  in  this.  Do  not  under  any  circumstances  use  the  names  of  candi- 
dates or  refer  to  any  of  the  issues  of  a  campaign,  either  national  or  local. 
The  "  ad  "  writer's  business  is  dentistry,  and  not  politics. 

Local  advertising  is  sometimes  done  by  dentists  in  towns  and  cities 
of  the  size  of  which  we  have  been  speaking,  ten  thousand  to  thirty  thou- 
sand population.  We  do  not  consider  squibs,  or  one,  two,  or  three-line 
advertisements  of  this  kind  to  be  advisable.  There  are  several  reasons 
for  this.  In  the  first  place,  these  locals  are  used  by  every  other  line 
of  business;  we  note,  for  instance,  in  these  little  items  announcements 
such  as  these:  "  New  assortment  of  calicoes  at  Wright  and  Smith's;" 
"  New  Tan  Shoes  at  Jones's;  "  "  Go  to  the  Rip  and  Tear  Laundry  for 
your  work;"  "Hosiery  and  Underwear,  always  the  lowest  prices  at 
the  Racket  Store;"  "Special  sale  of  Sacks  at  McHenry's;  "  "More 
new  Novelty  Dress  Skirts  just  received  at  Watson's;  "  "  Dandy  Suits 
at  Levi's." 

A  dental  "  local  "  is  lost  in  this  mixture  of  business  announcements. 
They  are  verv  undignified,  and  the  dentist  who  uses  them  makes  his 
own  announcement  less  dignified  merely  by  being  in  such  an  assort- 
ment. They  are  very  expensive,  costing  ten,  twenty,  or  thirty  cents  a 
line,  and  it  is  difficult  to  get  a  statement  of  any  kind  in  less  than  three 
lines  when  the  name  must  always  be  included.  We  advise  those  who 
are  bound  to  advertise  to  avoid  "  locals."  Space  advertising,  rightly 
conducted,  will  be  more  profitable  and  will  cost  less.  It  is  difficult  to 
word  "  locals  "  so  that  they  will  read  easily,  and  it  is  next  to  impossible 
to  word  them  so  they  will  not  look  like  advertisements. 

Local  advertising  can  consist  only  of  single  statements,  such,  for 
instance,  as  "  Perfect  fitting,  natural  appearing,  artificial  teeth.  Dr. 
Blank.  Smith  Block;"  "Extracting  teeth  without  pain.  Dr.  Blank. 
Smith  Block;"  "'The  Perfect'  crown  system.  Dr.  Blank.  Smith 
Block." 

Never  say.  "Go  to  Blank,  the  dentist,  for  your  dental  work;" 
"  Blank  leads  in  painless  dentistry." 


THE    PRACTICE    BUILDER  433 

The  puff  is  used  by  physicians,  lawyers,  and  dentists,  and  is  by  them 
considered  ethical  and  proper.  The  puff  is  a  form  of  reading  notice 
intended  to  be  complimentary  to  the  individual  mentioned.  Its  use  is 
universal,  and  is  evidence  of  its  popularity.  Puffs,  to  be  effective,  must 
alv^^ays  be  indirect.  They  must  be  written  as  if  the  person  mentioned 
has  no  knowledge  of  them.  They  must  be  artfully  artless.  Physicians 
are  in  the  habit  of  using  puffs  oftener  than  any  other  class  of  men. 
Favors  to  newspaper  men  are  responsible  for  more  of  this  than  any- 
thing else.  Physicians  aim  to  keep  on  friendly  terms  with  reporters, 
so  that  when  accidents  occur  they  may  the  more  readily  receive  news- 
paper mention.     In  fact,  it  is  well  understood  by  them. 

"  John  Smith  was  struck  on  the  head  by  a  falling  bolt  from  the  new 
building  going  up  at  the  corner  of  Elm  and  Archer  Streets.  He  was 
carried  to  his  home  unconscious.  Dr.  Howe  was  called  in,  and  pro- 
nounces the  injuries  to  be  serious.  The  doctor  is  in  hopes  that  by  to- 
morrow an  operation  may  be  performed  that  will  be  highly  advan- 
tageous." 

If  such  publicity  is  ethical  for  the  physician,  why  is  it  not  equally 
so  for  the  dentist? 

Besides  puffs,  it  is  proper  for  a  dentist  to  receive  the  benefit  of  such 
personal  announcements  as  are  used  by  physicians.  Thus,  when  a 
dentist  attends  a  society  meeting  in  a  distant  city,  or  when  he  presents 
an  interesting  paper  at  such  a  gathering,  he  should  be  allowed  the 
same  freedom  that  physicians  enjoy  in  the  same  direction.  As,  for  in- 
stance, 

"  Dr.  Blank  left  yesterday  to  attend  a 
convention  of  prominent  dentists,  to  be 
held  in  Chicago.  While  there  Dr.  Blank 
will  deliver  an  essay  on  '  The  Systemic 
Treatment  of  Dental  Disturbances.'  " 

Sometimes  a  special  edition  of  a  paper  is  issued  for  a  special  purpose 
— a  celebration,  or  something  of  the  kind — and  the  pubHshers  decide 
to  have  special  "  write-ups,"  of  prominent  citizens,  professional  men, 
etc.,  and  when  this  is  done  it  will  sometimes  be  found  profitable  to  be 
one  of  the  number  so  written  up.    One  should  see  to  it  that  his  article 


434 


THE   PRACTICE   BUILDER 


is  well  written,  ami  that  it  should  be  more  in  the  nature  of  a  puff  than 
a  biographical  sketch,  ami  that  it  does  not  look  like  an  advertisement, 
and  that  special  claims  are  not  made  for  the  skill  of  the  individual. 
Something  like  the  following  should  be  used: 


Dr.  A.  B.  Blank  is  one  of  the  most 
prominent  and  deservedly  popular  of 
our  dentists.     He  is  a  graduate  of  the 

Dental   College,   and   is  an  active 

representative  of  that  latter-day  school 
of  progressive,  scientifically  educated 
dentists  who  have  made  for  their  pro- 
fession a  worthy  name.  The  doctor  is 
the  possessor  of  a  large  and  fashionable 
practice.  His  office  is  beautifully  fur- 
nished with  all  the  latest  appliances  nec- 
essary to  the  performance  of  the  work 
demanded,  which  latter  is  done  accord- 
ing to  the  highest  standard  that  pre- 
vails in  the  largest  cities.  There  is  a 
well-stocked  library  of  scientific  books 
of  reference  and  periodicals  of  the  pro- 
fession. The  doctor  is  a  member  of  sev- 
eral scientific  societies  and  takes  an  ac- 
tive part  in  their  proceedings. 


Before  entering  on  a  discussion  of  advertisement  wTiting  and  dis- 
play, we  will  consider  circulars,  booklets,  handbills,  and  the  money- 
wasting  advertisement  schemes  used  by  many  dentists.  Circulars  have 
been  used  by  every  class  of  advertisers  for  so  long  that  their  usefulness 
was  long  ago  outlived.  We  do  not  believe  that  they  have  ever  paid  the 
advertiser  for  the  cost  of  the  printing.  Usually  they  are  printed  on 
cheap  paper,  with  poor  ink  and  the  larger  sizes  of  type  so  jumbled  to- 
gether that  it  is  almost  impossible  to  make  out  what  is  meant  by  the 
announcement.  Every  clothing  store,  every  dry  goods  store,  and  al- 
most every  class  of  business  uses  the  circular.  Why  on  earth  a  dentist 
wants  to  use  them  passes  understanding.  The  man  who  believes  in 
handbills  and  circulars  has  only  to  stand  upon  the  sidewalks  when  boys 
are  passing  them  out,  to  be  forever  convinced  that  this  kind  of  adver- 
tising is  worth  nothing.     It  will  be  found  that  ten  thousand  cheaply 


THE    PRACTICE    BUILDER 


435 


printed  circulars  cost  fifteen  dollars.  A  boy  to  give  them  out,  either 
from  house  to  house,  or  to  pedestrians,  will  charge,  say  two  dollars. 
If  he  leaves  only  one  at  a  house,  and  gives  only  one  at  a  time  on  the 
street,  he  will  not  make  much  on  the  job  at  two  dollars.  Boys  are  not 
built  that  way.  One  must  take  them  as  they  are.  Circulars  may  be 
seen  any  day  littering  the  streets,  blowing  around  over  the  doorsteps, 
in  the  gutter,  and  where  the  boy  gets  a  chance  he  will  stick  a  big  bunch 
of  them  in  some  out-of-the-way  ash-barrel. 

Booklets,  we  spoke  about  in  the  beginning  of  this  chapter.  When 
rightly  used,  they  will  be  found  more  profitable  than  the  picture  cards, 
etc.,  which  are  used  by  some  advertisers. 

We  will  now  give  a  list  of  the  advertising  schemes  that  dentists 
sometimes  use,  and  we  propose  to  show  that  they  are  not  worthy  and 
that  it  is  a  waste  of  money  to  use  them. 

First  in  order  comes  the  directory.  Directory  advertising  will  not 
pay  a  dentist,  and  we  are  of  the  opinion  that  it  will  not  pay  anyone  else 
but  the  publisher.  The  directory  is  like  a  dictionary,  only  one  particular 
part  of  it  at  a  time  has  any  interest  for  the  reader;  no  one  reads  a  direc- 
tory for  pleasure,  and  no  one  turns  the  next  page  to  see  what  is  upon  it. 
The  circulation  of  directories  is  exceedingly  small,  hardly  one-quarter 
as  large  as  may  be  supposed,  although  their  reading  circulation  is  un- 
limited. The  reader  grabs  the  directory,  turns  to  a  certain  name,  closes 
the  book  with  a  bang,  and  all  is  over.  Look  at  the  matter  from  your 
own  point  of  view.  Have  you  ever,  at  any  time,  been  attracted  to 
patronize  a  person  or  firm  because  you  saw  the  advertisement  in  a 
directory?  We  venture  to  answer.  No.  The  advertising  rates  m  a  di- 
rectory are  high,  and  the  money  paid  might  better  be  used  for  some 
other  purpose,  for  it  will  never  come  back. 

Wall  maps  and  hangers  of  any  sort  should  be  classed  as  fakes.  They 
can  be  of  no  possible  advertising  value  and  the  rates  are  ver}'  high. 
Thousands  of  dollars  are  wasted  yearly  on  the  worthless  trash.  Framed 
time  cards  for  display  in  hotel  reading-rooms  are  useless  and  worthless. 
The  agent  may  call,  and  dilate  upon  the  advantages  of  this  form  of 
advertising,  and  say  that  he  has  "  just  one  more  space  left  which  he 
will  let  you  have  at  a  great  reduction."    If  you  take  the  space  and  pay 


436 


THE    PRACTICE    BUILDER 


the  price  you  may  call  at  the  hotel  in  a  few  weeks  and  find  that  the 
elaborate  scheme  is  stowed  away  in  the  rubbish  room. 

Hotel  Register  advertising  is  about  as  foolish  as  any  we  know  of. 
No  one  refers  to  a  hotel  register  for  information,  and  no  one  remem- 
bers the  advertisements  shown  thereon,  for  five  minutes.  Hotel  room 
cards  are  just  as  worthless  and  should  be  avoided.  Theatrical  pro- 
gramme advertising  is  a  worthless  form.  Tlie  circulation  is  small,  the 
rates  high,  and  the  people  do  not  read  them,  and  if  they  do  read,  are 
not  influenced  by  them.  Theatre  curtains  are  worthless,  the  "  ads  "  are 
usually  of  an  inferior  kind,  and  the  dentist  who  puts  an  "  ad  "  on  one 
gets  into  bad  company. 

There  are  some  people  in  this  world  who  will  not  take  good  advice 
when  it  is  offered  to  them  on  a  silver  platter.  They  will  continue  to 
advertise  in  theatre  programmes  in  spite  of  what  we  say.  If  we  cannot 
stop  them  from  throwing  away  their  money,  wc  may  at  least  advise 
them  as  to  a  more  effective  wording  for  their  advertisements.  Never 
in  a  theatrical  programme  or  other  advertisement  take  a  space  and  fill 
it  with  this  statement: 

This  space  belongs  to  Dr.  Blank,  Dentist. 

To  those  who  are  bound  to  use  theatrical  programmes,  the  follow- 
ing will  be  found  effective : 


"  The  next  attraction  will  be 


"  But  the  greatest  attraction  will  al- 
ways be 

Painless  dentistry  at  Dr.  Blank's,  Cor- 
ner Jackson  and  Water  Streets." 


Blotters  are  among  the  most  worthless  forms  of  advertising;  fair, 
horse  show,  poultry  show,  circus  programmes,  race  cards,  baseball  pro- 
grammes, and  every  other  scheme  of  a  like  nature  will  be  found  a  waste 
of  money.  Calendars  are  equally  worthless,  expensive,  and  ineffective, 
and  are  a  good  medium  by  which  to  get  rid  of  money.    Memorandum 


THE    PRACTICE    BUILDER 


437 


books,  gift  novelties,  and  every  form  of  advertising  of  that  nature  is 
just  like  throwing  away  so  much  good  money.  It  makes  no  difference 
what  claims  the  agent  may  make  concerning  the  effectiveness  of  such 
schemes,  the  fact  remains  that  persons  who  have  experience,  persons 
"  that  have  been  there,"  know  a  great  deal  better. 

Now  we  are  ready  to  consider  newspaper  advertising.  For  this 
purpose  we  have  employed  all  the  foremost  newspaper  clipping  bureaus 
in  this  country  and  Europe  to  supply  us  with  clippings  of  dental  ad- 
vertisements. The  result  has  been  that  we  have  received  thousands 
upon  thousands  of  clippings  which  present  forcibly  the  fact  that  the 
advertising  done  by  dental  establishments  and  individual  dentists  is 
about  the  poorest  that  it  is  possible  to  do.  There  is  not  one  good  ad- 
vertisement in  ten  thousand.  This  is  pretty  hard,  but  it  is  a  fact,  nev- 
ertheless. In  looking  over  thousands  of  them  there  are  only  a  few 
that  are  fit  for  reproduction. 

The  poorest  dental  advertising  is  done  in  the  largest  cities.  The 
best  advertising  should  be  done  there,  because  there  is  every  possible 
aid  to  making  it  good.  Advertising  costs  more  in  these  cities;  the 
space  costs  more  because  the  circulation  of  the  papers  is  greater. 

Noting  the  advertisements  of  dental  establisments  in  the  large  cities, 
we  observe,  first,  that  altogether  too  much  space  is  used.  Some  adver- 
tisers use  as  much  as  two  columns  in  such  papers  as  the  New  York 
World.  In  other  cities  an  eighth  or  quarter  page  is  used.  This  is  more 
than  is  used  by  many  firms  doing  vastly  more  business  than  all  the 
dental  establishments  in  the  city  combined.  The  average  space  used 
all  over  the  country  by  dental  establishments  operating  under  company 
names  is  eight  inches,  single  column.  This  is  altogether  too  much. 
Three  inches  single  column,  or  two  inches  double  column,  is  all  that 
should  be  used;  properly  set  and  properly  displayed,  either  of  these 
could  not  fail  to  be  more  productive  than  the  six  or  eight  inches  single 
column,  with  its  half  dozen  headings,  pictures  of  the  advertiser,  and  of 
artificial  teeth,  plates,  and  bridge  work. 

Note  any  of  these  advertisements  in  a  daily  paper.  There  are  usually 
no  less  than  six  sizes  of  type;  often  there  is  a  picture  of  a  full  or  partial 
bridge  denture.  Note  any  of  the  advertisements  of  dentists  in  the  larg- 
est cities  and  you  will  see  that  they  are  a  jumble,  a  hodge-podge  of  den- 


43^ 


THE    PRACTICE    BUILDER 


tal  cuts,  type,  and  prices.  Instead  of  this,  they  should  contain  a  straight- 
forward argument  expounding  the  necessity  for  proper  attention  to 
the  natural  organs  of  mastication ;  and,  when  artificial  teeth  are  adver- 
tised, concise  statements  relating  thereto  are  easily  made  without  the 
use  of  unsightly  cuts  representing  plates  or  bridge  work. 

Artistic  display  and  high-class  typographical  composition  would 
be  productive  of  a  saving  of  space,  while  in  no  way  detracting  from  the 
drawing  power  of  the  "  ad,"  but  would  instead  add  materially  thereto. 

Nearly  all  the  advertising  done  by  dentists,  and  nearly  all  the  signs, 
cases,  etc.,  outside  their  offices,  and  many  of  the  things  inside,  are  re- 
pellent to  the  sensibilities  of  those  who  seek  their  assistance. 

We  here  give  two  examples  of  good,  sensible  advertising: 


Has  it  ever  occurred  to  you,  Ladies? 
That  though  you  may  be  dressed  in  the 
richest  apparel,  with  eyes  enchanting 
and  features  perfect,  and  still  have  ugly 
teeth  or  a  movable  plate,  your  friends 
can  never  approach  you  without  a  feel- 
ing of  repugnance? 

Have  you  ever  heard  of  Dr.  Shef- 
field's crown  and  bridge  work?  Cost, 
the  lowest  consistent  with  good  work. 

Call  (consultation  free),  or  send  for 
pamphlet. 

L.  T.  Shefifield,  D.M.D., 
26  West  32d  Street,  New  York. 


This,  we  see,  is  a  direct  argument.  There  is  but  one  idea  in  it,  and 
that  idea  is  a  good  one.  It  appeals  to  pride,  personal  appearance,  and 
does  it  without  the  use  of  offensive  statements.  It  is  a  good  "  ad,"  too, 
because  it  does  not  tell  about  anything  else.  There  is  no  mention  of 
price  in  actual  figures.  That  is  right.  But  what  mention  there  is  might 
be  improved  upon. 

Another  equally  effective  advertisement  of  the  same  dentist  is  shown 
herewith.  In  the  original  it  was  accompanied  by  an  outline  cut  show- 
ing three  gnomes  balancing  a  see-saw  on  a  full  bridge  denture.  This 
cut  w^e  believe  to  be  in  poor  taste  and  do  not  reproduce  it.  The  "  ad  ' 
reads  as  follows: 


THE  PRACTICE  BUILDER 


439 


My  crown  and  bridge  work  is  the  only 
method  in  dental  science  that  is  perma- 
nent and  which  perfectly  equalizes  the 
strain  of  mastication.  It  is  the  only  pos- 
sible method  which  permits  the  fullest 
enjoyment  while  eating,  because  the 
functions  of  the  whole  mouth  can  be  ex- 
ercised. This  would  be  impossible  in  the 
old-fashioned  plate.  These  teeth  look 
like  your  own  teeth,  feel  like  your  own 
teeth,  and,  to  all  intents  and  purposes, 
are  your  own  teeth,  and  with  moderate 
care  will  last  a  lifetime.  Only  gold  and 
porcelain  are  used  in  their  construction, 
but,  notwithstanding,  the  cost  is  com- 
paratively low.  Examinations  and  esti- 
mates free. 

L.  T.  Sheffield,  D.M.D., 

26  West  326.  Street,  New  York  City. 

Use  Dr.  Sheffield's  Creme  Dentifrice. 
For  Sale  everywhere. 


This  is  a  very  good  advertisement  of  bridge  work.  It  states  its  facts 
clearly,  tersely,  and  to  the  point.  In  all  the  advertisements  of  bridge 
work  that  we  have  seen  in  the  daily  papers,  none  compare  with  this. 
It  is  probable  that  not  one  person  in  fifty  understands  what  bridge  work 
is,  and  the  only  way  that  they  can  be  made  to  understand  it  is  either  by 
personal  explanation  or  by  use  of  printed  matter.  This  kind  of  adver- 
tising makes  people  curious  to  know  what  bridge  work  is,  and  they 
are  likely  to  make  inquiries.  This  shows  they  are  interested.  When 
people  become  interested  they  are  likely  to  have  work  done. 

We  now  beg  to  present  to  our  readers  some  photographic  repro- 
ductions of  dentists'  advertisements  as  they  appear  from  day  to  day  in 
the  columns  of  the  daily  papers.  These  advertisements  were  selected 
from  thousands  which  were  clipped  for  us  by  the  foremost  clipping  bu- 
reaus of  the  world.  Only  the  best  ones  are  shown.  The  poor  ones  can 
be  seen  any  day  in  any  paper.  The  following  are  selected  because  they 
are  the  only  ones  that  are  sensible,  argumentative  announcements : 


440 


THE   PRACTICE   BUILDER 


WASHINGTON,  D.  C. 


'^TTTT'f?f^'V''ST^?^PVt'WfV^TTtS 


66 


1 


,can  a  dentist  afford   to  do  good  work   at 
■such  prices?"  <f 

',  "A"  dentist  can't  afford  It,  but  SEVERAL  3 
'dendsts  associated,  each  doing  the  work  ^ 
'at  which  he  la  specially  skilled  -aided  by  3 
'modem  appliances  — can  afford  the  most  «| 
I  perfect  dentistry  at  our  prices.     Call  and  ^ 

•  see  "how."  That  costs  nothing.  c^ 
[     Painless  extracting,  50c.    Filling,  75c   up.  ^ 

•  Best  teeth,  $8.  Crowns,  bridges,  etc.,  at  «■§ 
'  corresponding  prices ;  estimates  gladly  given.  ^ 


Uo  So  Beital 
As 


H  l^iLU     (UUmm     IW     ANo    VVO 


WASHINGTON,  D.  C. 


Oyr  Advice 


Is  to  bavc  you:  teeOi  attended  to  now,  hetom 
they  get  worse  and  cost  you  more  money. 
Snaeele  and  biokeo  teeth  made  straigtit  and 
natural.  By  Xmas  If  you  come  now.  Artl- 
flclal  Tectb,  best  set,  js.  Extrartlng,  our 
o^vn  painless  iiirtbod 50o. 

Evaras"*  Dental  Parlors, 

1300  F  ST.  N.W.  no26-2Jd 


WASHINGTON,  D.  C. 

rtificial 
Teeth 

Arc  worn  by  mcr* 
people  than  you 
think.  If  you  nied 
them,  don't  b« 
b.-<ckward.  Our  ari- 
Ificial  teeth  are  so 
much  like  nature 
that  the  difference 
|6  not  apparent. 
Our  best  tectb  cost 
only   JS.O«  per  set, 

EVANS  DENTAL  PARLORS 

1217  Pa.  Ave.  Nw. 


WASHINGTON,  D.  C. 


"Pleasantest  Parlors." 

Dental  Science 

— modern  appliances — ex- 
pert specialists — a  trio  of 
modern  requisites  at  our 
disposal  here.  '  Tis  tliis 
trio  that  combines  to  givj 
Evans'  results — best  results. 
Charges  in  keeping  wit!i 
the  times. 

Evans'  Dental  Parlors, 
1217  Penna.  Ave.,  N.  W. 


THE    PRACTICE   BUILDER 


441 


WASHINGTON,  D.  C 


TOLEDO,   O. 


—is  the  most  beautiful, 
most  substantial  and 
most  modern  meihod  of 
restoring  broken  teeth 
or  roots  and  supplying 
the  place  of  missing 
ones.  We  heartily  recom- 
mend it  in  all  cases 
where  it  is  adapted. 
Come  in  and  we  will 
gladly  tell  you  whether 
or  not  it  is  adapted  to 
your  mouth.  SoUd  Gold 
Crown  and  Bridge  wort, 
$5. 

Painless  extracting,  50c. 
Cleaning,  75c.  Silver 
fillings,  75c.  Platina  fill- 
ings, $1.    Artificial  teeth, 


coFo  nil  &  B  stSo 


WASHINGTON,  D.  C. 


Tfitree  Score  aod  Ten 


Should  your  teeth  last.  Often,  however, 
they  wear  o«t  Id  comparative  youth.  Whea 
such  la  the  case  It  Is  well  to  recoHect  the 
pleasant  parlors  where  modera  dentistry 
ezlsta.  The  best  of  care  at  economleal 
rates.  For  lustance— EXTKACTING  (posi- 
tively pHinless),  50c.  AETIFICIAlj  TEETH 
(per  set),   |8. 


1217  PENNA-  AVE.  N.W, 


ee26-24d 


DRAW  YOUR  OWN  CONCLUSIONS. 


Dr.  Bigelow's  "Den- 
tal  business  requires 
three  floors,  9  rooms, 
four  operating  chairs 
and  six  assistants, 
'^re  there  others  ? 
Nit !  All  work  pain- 
less. Open  evenings 
and  Sundays.  Mon- 
days, Wednesdays  and 
Fridays  extracticg, 
will  be  half  price. 

116  Summit  St. 

Phone  1234. 


NEW   ORLEANS,  LA. 


wmvnfrnnrrnfnntmmr^ 


Why  trj  to  eat 


You  can't  do  it.  A  pretty  set  of 
teeth  is  not  only  "a  thing  of  beauty, 
but  a  joy  forever."  We  have  three 
expert  operators  that  will  improve 
your  appearance  and  make  life  worth 
living. 

DR.    CELIE    PLASENCIA,    a 
young  lady  graduate  of  Havana, 
is  constantly  in  attendance. 
French  and  Spanish  spoken. 


Extraction  without  pain,  50c. 
Teeth  cleaned,  $1. 
Best  set  on  rubber,  $10. 

Dr.  Walter  0.  West 

Dental  Association, 

809  Canal  Street. 


44^ 


THE    PRACTICE    BUIEDER 


NEW   YORK,   N.   Y. 


^1 


•\r>/ 


yA% 


M 


My  New  Invention 


Which  are  as  good  as  natural  teeth  in  every 
respect,  at  a  fraction  of  the  old-time  cost. 
Up-to-date  methods  and  scientific  mastery 
of  details  have  reduced  the  cost  very  mater- 
ially, and  at  the  same  time  have  eliminated  the 
objectionable  and  fraught-with-fear  features 
which  made  people  defer  a  visit  to  a  dentist. 
I  make  Artificial  Teeth  '  without  the  use 
of  a  plate ;  I  can  transform  a  badly  shaped 
mouth  into  a  pretty  one ;  I  can  do  the  best 
work  that  expert  dental  science  has  evolved, 
and  I  can  do  it  cheaper  and  more  satis- 
factorily than  anybody   I    know ,  , 

Examination  and  Consultation  Free 

L.  L  Sheffield,  D.  M.  D., 

26  West  32d  Street,  N.  Y. 


2\, 


Enables  Me  to  Supply  Teeth  m 


%. 


i®^l 


m 
m 

'St' 


THE    PRACTICE    BUILDER 


443 


CHATTANOOGA,   TENN. 


WASHINGTON,  D.  C. 


Tooth  Hints,     l^a? 


**  Whe7t  otight  we  to  go 
to  the  dentist  f^"* 

Many  think  it  unnecessary  to  devote 
particular  attention  to  the  feeth  until  the 
appearance  of  the  mouth  is  affected  by 
damaged,  decayed  or  broken  teeth.  Others 
give  their  teeth  no  attention  till  pain  com- 
pels them. 

The  stupidity  and  short-sightedness  of 
either  policy  is  evident. 

Every  ojie  who  thinks  a  moment  on  the 
subject  knows  that  we  cannot  masticate 
our  food  satisfactorily  if  one  or  more  of  the 
teeth  are  tender,  inflamed,  decayed,  or 
otherwise  out  of  working  order  ;  and  that 
if  this  be  the  case,  the  mouth  requires 
immediate  attention. 


New  York  Dental  Parlors, 

22  AND  23  TIMES  BUILDING, 

Chattanooga,  Tenn, 


WASHINGTON,  D.  C. 


JA  Blesslmig  of  Old  Age. 

A  set  of  sound  teeth  are  a  pride  to 
the  possessor  at  all  times— much  more 
BO    Tfben  advanced  In  years. 

The  proper  way  to  set  about  obtain- 
ing them  Is  to  visit  our  modern  par- 
lors, where  scientific  methods  and  reo- 
sonable  prices  reign. 

!e 


And  Expemise 

Aie  avoided  by  having  your  teeth  thor- 
oughly examined  at  regular  pertod3„ 
If  you  kt  us  extract  your  bad  teethj 
now  we  can  furnish  you  now  ones  by 
Xmas.  Price  allowance  made  In  such 
cases.  But  come  NOW,  NOT  LATER:. 
Painless  Extracting,  50c.  Best  Set 
Aitiflclal  Teeth,   $8. 

^Evamis'  Dsmtall  Parlors, 

^1309  V  ST.  N.W.  .   .       ,    ao21-24d 


PKOVIDENCE,  R.  I. 


i217  PA.  AVE.  N.W. 


ERN  DENTISTRY. 


The  dentists  who  tell  you  that 
we  cannot  do  good  work  at  our 
prices  mean  that  THEY  cannot 
do  good  work  at  our  prices.  They 
cannot  afford  our  modern  appli- 
ances for  saving  time,  pain  and 
labor.  They  pay  just  twice  as 
much  as  we  do  for  the  best  ma- 
terials, because  we  buy  in  im- 
mense quantities  direct  from  the 
manufacturer.  High  prices  go 
hand  in  hand  with  old-fashioned 
dentistry.  These  are  the  prices 
of  modern  dentistry. 

Painless  extracting  50c. 
Best  Toeth  $S  up. 
PaLuless  Filllncrs  75e.  up. 
SoUd  Gold  Crowns  ?5. 

U.  S.  DENTAL  ASS^N., 

MT7SIC  HAIili. 

S2S     SSTalUKWiTd 


444 


THE    PRACTICE   BUILDER 


WASHINGTON,  D.  C. 


LNTAL  Appliances 

Vdry  Willi  the  dentist. 
Any  number  can  be  found 
who  are  still  adberlng  Ir 
the  old-style  methodr 
which  are  the  buKabor 
of  the  toothache  sufferer. 
They  never  realize  that 
thrt  ache  <a  br.d  enouuli 
without  their  kill  or  cure 
practice*.  The  Painlessly 
Pleasant  Methods  wp 
adopt  are  the  proper 
thine— EXTR.^CTING. 50c. 
ARTinCIAI,    TEETH— Per    Set S8.00 

EVANS   DENTAL  PARLORS. 

i:i7  Prnrsrhonia  aveniin  northwest. 


FINDLAY,  O. 


A  CROWN- 
ING SUCCESS. 


l3  what  we  make  of  all  our  Cro%va 
*ud  Bridge  Work.    It  la  a  specialty  of  ours 

All  kinds  of  Dental  operations  sv.'.- 
entlflcally,  skillfully  and  painlessly  pur- 
formed.    Trust  the  care  of  your  teeth  to   us. 

P&tnleits  Extracting  by  an  absolute* 
ly  safe  method. 

'    DENTAL 

^  PARLORS 

Over  Patterson's  Dry  Qoods  store, 


DENVER,   COL. 


THE  DIFFERENCE 


Good    dentistry— old    style- 
Painless  dentistry— new  style- 
Good   painless  dentistry— my  style  - 
See  the  difference?- 

Painless   dentistry — moderate     charges— 
■warranted  work. — 


( 


^^'^j^^^^'^^^%.^ 


WASHINGTON,  D.   C. 


less 
Extracts  n 


—with    pure    gas    or    bj     applica- 
tion of  ZONO  to  the  gums 

Highest  clasH-  deotul  operations 
by  expcaleuccd  experts  at  one- 
half  the  charge  of  other  Orst- 
Class    deutlsts. 

(CrOot-of-town   patients   supplied   with   ftrtlflcUll 
teeth  ID  ODe  visit. 


u, 


Palcless   fllllnp.a,   75i.-.   up. 
Very   best    teeth,   $8. 
Solid    gold   crowno,    JS. 


«nl2-30,tf 


Dental  Ass*in, 
Cor.  7tlhi  <&  D  Sis, 


NEW   YORK   CITY. 


Special  this  week  , 
full  sets  be-t  . 
imported 
Tictb. 

Eest  romes 


15.0011 
;:  6.0011 


GoU 


22-kar;»t 
Cro«n?. 

I  ocelain  Crown=. 

Golil    and    Silver 
rillinps. 

AriWclal   Tfeth— 
Rnh-flr.    A 'nniiniim. 


PARLORS. 

t>ritinuous  Gum, 
tJold  and  Aluminite 
Plates. 

The  larsest  and 
most  modi  ra  Dental  ■ 
Parlors  in  tlie  city  of 
Xeiv  Yorl;.  equipped 
with  every  mod-'rn 
anplianc-i  for  RE- 
LIABLKand  AP.S.")- 
tUlELY  PaI.V- 
I-ES,SDt;XTIt^TKY. 

All  work  done  by 
dentists  of  12  to  20 
yeais*  experience, 
and  rnannt^ed. 

Bjicony  First  F)oor. 


lI 


''(^f'mBffr'MffxvfNim/ 


THE    PRACTICE   BUILDER 


445 


DENVER,    COL. 


^  She  Is  Pretty 

\ 

\ 
4 
\ 
4 


But  suppose  she  should  part 
Those  lips  in  a  smile  and  reveal 
Teeth  that  are  anything  hut 
Pearly  and  even  and  well  cared. 
For— You'd  be  disappointed— 
Wouldn't  you— Painless  dentistry — 
Moderate    charges— warranted   work-—. 
When  your  own  teeth  need  care- 


5>5S' 


CHICAGO,  ILL. 


SANITARY 

Millions  of  dollars  are  spent  annually  In  ele- 
vating the  sanitary  elements.  Dr.  G.  B.  Cady  has 
spent  a  lifetime  on  the  study  of  pure  sanitary 
dental  work.  Hard  rubber  dental  plates  poison  the 
mouth  and  cause  diseases.  The  Sanitary  Plate 
Teeth  are  absolutely  pure  and  healthy.  Investi- 
gate by  calling  on  DR.  CADY. 
Suite  7.   Central  Music  Hall. 


DENVER,    COL. 


( 


I  Will  Not  Sit  Down 

And  wait— in  the  old  way—  for 
You  to  find  out  that  I  have  a 
Good   thing— a  hew   thing— some- 
Thing  you  want— Painless .  dentistry'-^ 
Moderate  charges — warranted 
Work — That's  my  good  thing  and 
I  think  it  is  worth  while  to 
Tell  you  about  It— 


ftUumudi«ir^ 


9cnVl&V.EQmVob\c . 


446 


THE    PRACTICE    BUILDER 


BARNSLEY,  ENGLAND. 


All.  joa'rr  "tvmra"  abnal  Arlidrlil  Tfclh 
mmj  be  wrniig;  what  wr  liiov  abnul  Ihrm  m  the 
reaull  ofloDf  etperlrorr.  FoMibly  it  would  Rarprlie 
TOO  lo  knnw  how  rnnonahle  lo  iirirr  ther  are  m«d- 
oor  w.y  We  itiakr  .o  manr  nrla  that  wr  i-  in  afford 
lo  fire  jroa  more  reaaonable  prioca  than  i  lo.t  den- 
tiala  do  ihat  la  tor  (Iral-.  la.a  work.  We  are  told 
atain  anri  a(ain  llial  our  work  la  by  Tar  the  beat  Id 
Ihe  dlatrict.  We  alwaya  intrnded  that  It  ahould  be; 
we  alwnya  Iry  lo  five  auperlatlve  aervire  We  Qae 
Ihe  l>e>t  malerlala,  have  Ih'  beat  workmen,  lake 
grealeal  paina  our  lee  dependa  upon  what  require* 
to  be  done.  We  alwaya  girt  ealimalca  moal  f  adiy, 
and  we  rnkrautea  niltre  aaliaraclloo. 
ARTIIL'R  Oni.RSBV, 


MALVERN,    ENGLAND. 


American   Dentistry 
in  Malvern. 


THE  AMERICAN  DENTISTS 

(MESSRS.  BRADLAW,  PHILLIPS.  &  Co.). 
Of    LONDON  and  WORCESTER, 

HAVE,  at  the  request  of  a  large  number 
of  the  Resideataof  this  Town,  OPENED 
a  BRANCH  at 

1,  The  PROMENADE 

icorner  of),   Worceeter    Road,     where   they     will 
attend 

Every   TUESDAY  and   FRIDAY 

from  10  a.m.  to  7  p.m. 

Every  known  Byelem  of  English  and  American 
Dentistry,  at  posiiirely 

One  Half  the  Usual  Cost- 

Absolute  Batisfaction  «uarrtnteed,  or  money 
returned,  even  after  six  months'  iri*l.  No  need 
to  extract  teeth  or  stumps  by  our  system,  und 
consequently 

NO  PAIN  WHATEVER. 


NoTx  Well  thk  Address— 

1,  The   Promenade, 

MALVERN. 

EVERY   TUESDAY  and    FRIDAY, 

And  at   1    ANGEL     STREET,     WOBCESTEE 

every  day. 

Advice  and  every  information  Free  of  Charife. 


NEWARK,   ENGLAND. 


rpEETHi    CONSULTING    ROOMS 

fTlEETH  I  ABB    NOW    AT 

rpEETH !  MR.  J.  H.  SMITH'S 

^^ CHEMIST. 


TEETH  ! 
rpEETH  I 
rpEETH  I 
rpEETH 
rilEETH  I 


CHEMIST, 
BRIDGK-3TREKT,      NEWARK. 


EVERY 


WEDNESDAY 
1    TO    5. 


FROM 


FROM  ONE  GUINEA    PER   SET. 

3300 

1,000    TESTIMONIAIA 

8000    SETS    S.\TISFACTORILY     FITTED. 
Muskham,  Newark,  October  24th,  1888. 
Dear  Sir, — I  have  mnch  pleasure  in   '^earinu  teetl* 
mony  to  yonr  great  care,  skill  and  kindness,    whether 
in  the  case  of  extracting,  scaling,   stoppin)?,   or  6tting 
new  te»th,  combined  with  noacconntable  lowchargea. 
Believe  me,  yonrs  very  truly, 

T.     W      FOOTTIT 


THE    PRACTICE   BUILDER  447 


BARNSLEY.    ENGLAND. 


"Teeth  Extracted  Without  Pain." 

"We  are  the  most  Skilful  Mechanics." 
"Anybody's  work  re-modelled  and  made  to  fit." 

"All  kinds  of  Repairs  on  the  shortest  notice.-' 

"  We  have  a  long  record  for  perfect  and  life-like  Artificial  Teeth." 

"  My  Teeth,  my  wife's  and  daughters,  are  as  good  and  more  useful 

to-day  than  when  you  made  them  some  years  ago.     I  always 

advise  (and  do  now)  my  friends  to  go  to  Mr.  Stott's." 

J.    C.^TOTT, 

MEDICAL    HEEBALIST    AND 

AETIFICIAL    TEETH    MAKEE, 
132,    SHEFFIELD    ROAD, 
BARNSLEY. 


Established  1877,  Pbitate  Enxbancb  to  Consuxtino  Rooms. 


REMIREMONT,   FRANCE. 

CABINET  FONDE  A  REMIREMONT  DEPUIS  1877 


WB.  SGHER,dentiste 

h  I^E]Vi:iIiE]V£0]NT 

a  rhonneur  de  pr^venir  sa  clientele,  que  depuis  le  20  mars  1894,  son  Cabinet  de 
consultations  est  transf^r^ 

48,  Grande-Rue,  48,  au  premier,  en  face  des  grandes  arcades 

et  qu'elle  continue,  comme  par  le  pass^,  k  poser  sans  douleur,  DENTS  et 
DENTIERS  monUs  sur  or,  de  tous  systSmes  connus  k  ce  jour. 

Visible  tous  les  jours,  ainsi  que  le  dimanche,  de  8  h.  i  6  h. 

POUR  EVITER  L'EXTRAGTION  DES  DENTS 

Nouvellc  dicouv9rt6  pour  gv4rir  les  douleurs  de  dmts  les  pliis  violentes 
Uae  seule  applicatioo  sufflt. 


448 


THE   PRACTICE   BUILDER 


lat  he  was  waving 

en  man,  seemingly 

ition  with  the  ut- 

saw  him  fall,  and 

iiat  the  bullet  had 
'.'ovc  the  brisket. 
^  enough  to  slip 
Jge  in  the  lower 
j  matter  encasing 
?.head  of  my  pres- 

imbed  to  the  upper 
le,  across  which   I 

'on  coming  to  the 
of  which  we  had 

own  into  its  shad- 
sliding  down  its 
orable  point.  The 
1  depth — near  200 
id,  though  the  sun 
was  deep  twilight 

..ig  down  the  bot- 

11  came  in  sight  of 
ath.  There  was  a 
the  hilltops,  across 
ng  through, 
iloiig  I  saw  where 
lad  idled  away  the 
he   short   grass   or 

great  wall.    I  now 

and  when  within 

mouth  of  the  can- 

•ut  200  yards  away 

side  of  the  valley 

tly  for  perhaps  50 

after  the  manner 

elk  was  standing 

a  sentry  at  a  dun- 

a  fine  view  of  him 

1st  the  sunlit  slope 

IS    resembling   the 

He  seemed  to  be 

)articular,  but  just 

nteresting  to  turn 

■:  close  at  hand. 

.e  deep  gloom,  at 

.   I   levelled  the 

targets.     But  it 

V  ves  and  deepen- 

<ermit  me  to  get  a 

nakc   a   sure   thing 

must  reach  a  low 

ad,  and  over  which 

:  as  much  as  pos- 
somewhat  on  the 
1  was  soon  in  the 
\st  glint  of  sun- 
c]k  and  landscape 
he  coming  night, 
i.ss  thp  ton  of  tVip 


DUBLIN,   IRELAND. 


A  MERICAN      T-VENTISTRT, 

CBOWV,    BAB,    ud    BRIDGE    WOKK.     TEETH    withsnl 
Plalt^    wttheul    P»in. 

W.      O.     POOLE, 

H  YEARS  with  the  Ut« 

THOMAS  ana  F.VELYS*  MAHONEE. 

TEETH  cuetMj  STOPPED   «i(h   Ooia  and  oilier  PUlingi. 
CentJltatlon  Pr«.     Nitrous  Oiido  Admlnl9t«recl  Dulf. 
Charges  witMo  the  Reach  o(  all. 
»i         174,      DEVONSHIRE      STBEET. 


DUBLIN,  IRELAND. 


DENTISTRY,  PROFESSIONAL,  ETC. 


AALBORU  ;  Messrs  Davies,  Dental  Surgeons,  10 
Lower  Sackville  street,  Dublin,  regularly  visit  the 
following  towns :  Athlone,  Athy.  Balliuasloe,  Ballina, 
t'astlebar,  C'avan.  Carlow,  Kilkenny,  Drughed«,  Duu- 
dalk,  Ennis,  EunistdlleD,  Galway,  Lousrhna,  Limerick, 
Marj'borou";h,  Navau,  Newry,  xhilliugar,  Nenajrh.  Par- 
sonstown,  Portarlin^on,  Roscrea.  Tipperary,  Thurles, 
Tullamore,  Tuam,  U  estoort,  Longford  ;  see  local  papers  ; 
Dental  Guide  gratis  and  post  free ;  constant  attentlance 
at  Dublin  address.  p517smr 

A  AM  ;  as  a  safeguard  against  disappointment  and  to 
prevent  mistakes,  Mr  MacDonnell  thinks  it  neces- 
sary to  draw  attention  to  liis  address,  S6  Henry  street, 
next  Gilligan's.  p4686ju 

A  AM;  Mr  MacDonnell,  Surgeon  Dentist,  celebrated 
for  comfortable,  easy-fitting  work  ;  attends  servants 
and  others  at  reduced  fees  ;  attendance,  10  till  8;  consul- 
tation free,    36  Henry  st. 

A  AM;  Mr  MacDonnell,  Surgeon  Dentist,  constructs 
Artificial  Teeth  by  suction,  without  pain,  wliich  are 
perfect  for  eating  and  speaking  ;  single  tooth,  5s;  set,  £2. 
36  Uenry  st. 

A  AM;  Mr  MacDonnell.  Surgeon  Dentist,  having  25 
years'  practical  experience  as  a  dentist,  can  with 
confidence  recommend  his  system  as  being  painless,  per- 
fect, and  unrivalled  ;  consultation  free. 

A  AM;  Mr  MacDonnell,  Surgeon  Dentist,  has  sue" 
ceeded  in  hundreds  of  cases  to  give  perfect  comfort 
where  other  dentists  have  failed  ownng  to  inexperience. 
36  Uenry  St.,  Dublin.  p4686ju 

BRAV;  Dental  Notice;  Mr  W  Bradshaw,  Resident 
Surgeon  Dentist,  may  be  consulted  daily  at  Erin 
Cottage,  close  to  Touii  Hall,  Bray;  single  tooth,  5s; 
set,  £2;  consultation  free.  '  p5496oz 

rpHE  Boston  Dentists,  51  Grafton  street,  guarantee 
J  natural  and  life  like  appearance;  misfitting  sets  can 
be  altered  by  our  system;  color  never  chansres;  artisti- 
cally made:  cannot  be  detect-id;  Fillings  2s  Gd    p.5227oq 

THE  Boston  Dentists,  .■>!  Grafton  street,  afford  all 
treatment  perfectly  painless  ;  all  teeth  saved ;  no 
plates  or  pa'ates  required;  perfection  for  ma.stica- 
tion  and  articulation.  Sets  from  20s;  single  tooth, 
2s  6d. 

THE  Boston  Dentists  o-uarantee  all  cases  supplied  by 
them;  our  system  on'y  recommended  by  the  Press  in 
England,  Ireland  and  America,  and  by  the  most  emi- 
nent medical  men.  vide  Press.    51  Grafton  st.  p5227oq 

"VTT'HY  not  consult  the  onlv  original   firm  of  Irish 
T  T  American  Dentists  from  Dr  Rettich,  124  West  34th 
street.  New  York;  single  tooth  from  2e  6d;  set  from  2l8. 
Haroldscross  trams  pass  the  door.  p5204mr 


.-cdiiiKiU  at  the   U 
Lxact  picture  of  rf. 

The  largest  red 
grew  in  these  can* 
to  the  walls,  and  • 
topmost   branch 
the  level  of  the  pi 

For  some  distan 
ern   wall  of  the  c 
high,  and  steep, 
merous   openings 
Mom  the  outer  tab. 

One  evening,  at 
as  we  were  shov^'' 
on  our  camp-ro«> 
and  saw,  coming 
a  great  horned  r^ 
magnificent  bull  « 

A   hurried   conn 
which  it  was  dec* 
hunter  then  in  ca* 
carried  by  a  2-3 
twice  without  bei 

Then,  by  unan. 
the  Kentucky  Ba 
host  gun  in  the  o 
went  after  the  elk 

My  rifle  was  a 
which   always  fai, 
emergency,    and 
story,   or   rather  a 
concerning  this  gp 
hunters  was  lou 
one  night,  down 
Southwest  Nebr:^ 
and  demerits  of  Q 
Pawnee  Indians'  p 
cer  was  mentioned. 
ers,  Lee  Mo  wry  by 
thing,  too,  for  they 
chief  with  it. 

"  If,"  said  he,  "  a 
he  can  outrun  a  \ 
them,  on  an  even  ' 

That,  in  turn,  rt 
that  occurred  abo- 
of  this  story.     I  \ 
distance  of  what  a 
325  yards.    I  adjust 
rear  sight  at  the  » 
at  the  top  of  the  e 
went  off  in  a  half- 
of  way,  and  the  ' 
space,  making  a 
apparently  going 
=ky  rocket.     I  th 
Spencer,  but.  as  t. 
to  extract.    This  n 
sity  of  taking  out  n 
the  empty  shell,  w 

Some  time  duri 
let  reached  its  des 
snat!    The  elk  ma 


THE   PRACTICE   BUILDER 


449 


and  you  have  an 

I  have  ever  seen 
generally  cUnging 
•re  indeed  that  the 

of  them   reached 

've. 

/e  camp  the  west- 
illey  was  straight, 
this  wall  were  nu- 

canyons   came  in 

before  sundown, 

1  last  of  the  earth 

.ked  up  the  creek 

of  these  fissures, 

of  the  plains — a 

:'ar  was  held  in 
I  was  the  best 
3  proposition  was 
id  by  my  voting 
;cted. 
vote,  Will's  rifle, 
was  declared  the 
So  I  took  it  and 

^r  7-shot  repeater, 
repeat  in   case   of 
f^.minds    me    of    a 
.rk,    I   heard   once 
A.  party  of  bufTalo 
bout  the  camp-fire 
""tinking  water,  in 
assing  the  merits 
guns,  when  the 
'e  for  the  Spen- 
one  of  the  hunt- 
.,  said  it  was  a  good 
d  do  but  little  mis- 
is  right  bad  scared 
fired  from  one  of 

me  of  an  episode 

hs  after  the  date 

ng  at  an  elk  at  a 

proved  to  be  just 

iliding  disc  of  the 

fd  mark  ?nd  held 

houlder.     The  shot 

td  click,  bang  sort 

:nt  hissing  through 

much  fuss  as,  and 

out  the  speed  of,  a 

e  lever  of  the  old 

;he  extractor  failed 

d  me  to  the  neces- 

ife  and  picking  out 

[  did  leisurely. 

operation  the  bul- 

with  an  emphatic 

>rt  spring  forward, 


YOU  recollect;  Gold  Fillings  a  specialty;  Crown 
Bridge  and  Bar  work;  latest  improvements  in 
Dentistry,  which  provide  a  set  of  teeth  without  plate 
or  palate  at  the  Irish- American  Dental  Sur- 
geons. p520'lmr 

YOU  ought  to  consult  the  American  Dental  Sur- 
geons at  4  Harrington  street,  for  Painless  Extrac- 
tion by  Gas  or  Cocaine;  stoppings  from  2s  6d;  extrac- 
tions, is  6d.  p5204mr. 

ZEAL;  the  Irish-American  Dental  Surgeons  attend 
weekly,  Thursdays,  Messrs  Hayes  and  Goff,  Ennis- 
corthy ;  Fridays,  Plummer's,  Post  Office,  iNew  Eoss  ; 
Satui'days,  Mrs.  Anglin's,  8  Anne  street,  Wexford. 

p5204mr 

ZEAL;  I  have  great  pleasure   in   bearing   my  testi- 
mony to  the  great  skill  and  attention  of  the   Irish 
American  Dental  Surgeons,  of  4  Harrington  street. 

2fEAL;  and  the  Set  supplied  to  me  are  admirably 
^good  and  pleasing.  E  G  Campbell.  Rector  of  Kil- 
derry,  Philipstown.  Single  tooth  from  2*  6d;  set  from 
21s.    4  Harrington  street.  p5204mr 


CORK,  IRELAND. 


AMERICAN 

DENTISTRY. 

THE      ANGLO-AMERICAN      DENTAL      CO. 

42,   GRAND   PARADE.    CORK. 
AND  14th  west  13th  STREET,  NEW  YORK. 

Senior  Consulting  Dentist — 

L.   H.  ROBINSON,  R.D.S.D.D.S. 

OUE  AMEKICAN  PEIZE-MEDAL  TEETH 

Sets  froms   5  dels.  Equal  to  21  /- 

Single  Tooth  from  60  cents  "    2/6 

Extraction  from  60  cents  "    2/6 

Filling  from  LO  cents  "    2/6 

WEEKLY   ATTENDANCES. 

Mallow— Every     Monday    at    Mr     Rafferty's 

Town  Hall. 

Killarney — Every     Wednesday     at    Slattery's 
Imperial  Hotel. 

Youghal — Every  Monday  at  O'Neill's  Imperial 
Hotel. 

FORTNIGHTLY   ATTENDANCE. 

Listowel — Fridays,     at    Mrs      Potter's.      The 
Square,  Oct.  2nd,  16th,  and  30th. 

Newcastle    West— Tliursdays,     at     Courtney's 
Hotel,  Oct.  1st,  15th,  29th 

Charleville — Saturdays,  at  Madden's  Imperial 
Hotel,  Oct.  3rd,  17th,  Hist. 

Dungarvan— Tuesdays,  at  Mr  Keehan's,  Main 
street,  Oct.  6tli,  20tli. 

Mitclielstown  —  Thursdays,     at     Fitzgerald's 
Hotel.  Oct.  8th  and  22nd. 

Tipperarv — Fridays   at    Mr      Burke's.    Com- 
mercial Hotel,  next  "door  to  P.  0.  Oct.  9th,  23rd. 

Thurles — Saturdays,      Ryan's      Hotel,       Oct. 
10th,  24th. 

Kenmare — Every     alternate     Wednesday,    at 
Mr  Courtney's.     Next  visits   Oct.  14th,  28th. 

Note  our  onl}'  Cork  Address — 

42.  GRAND  PARADE.  CORK. 
Daily  attendance  from  9  a  m  to  9  p  m. 

CONSULTATION   FREE.  7305 


From  there  we  dr 
igain,  C.I  Loup  Cit 
old,  and  consisted 
;tore,  and  a  dug-oi 
last  of  the  supp.les 

A  few  miles  ab<' 
the  last  settler's  ( 
valley,  and  6o  niii 
river  to  the  south 
our  winter  camp  £ 
the  river  and  abou 
bluffs.      Here,    wh 
sheltered  from  wi 
and  near  a  small 
Lillian  Creek,  we 
we  made  our  head 
ter.     Digging  a  1: 
feet  deep,  we  ado 
by  building  a  log- 
the  whole  with  rai 
sod,  and  loose  ea' 

This  we  made  n^ 
and  a  trench  cut 
creek,    answered 
back  end  we  dug 
clay  wall,  slanting 
upward  to  the  sv 
side.     Then,  frorr. 
chimney  of  sod  ar 
enough  to  insure 
when  we  had  the  i 
elk,  deer,  and  ante 
covered  with  bea 
cat  skins,  as  we 
very  comfortable 

After  we  had  g 
camp  fairly  unde. 
had  returned  to  Li 
of  provisions,  gra 
ing  Will  and  me  t 

Looking  south 
where  our  camp  ■< 
cent-looking  thing- 
of  unbroken  grt 
where  the  mout. 
on  the  valley  a. 
on    the    river.      C 
these  innocent-loc 
elevated  plain,   ga 
directions  by  gull'i 

Standing  on  the 
himself  looking  < 
table-land,  when  v 
yards  of  him  was 
or  more  in  depth, 
lar  walls. 

These  gullies,  w 
numerable  summ( 
wide,  and  the  bottc 
and  level  as  the  i 
better  idea  of  thei 
winding  sections 
dropped  from  th 


450 


THE   PRACTICE   BUILDER 


5r  up  crossed  the 
Meeting  the  site  of 
miles  back  from 
rds  back  into  the 
were    somewhat 
rrounding  hills. 
1,  which  we  called 
the  dugout  which 
!rs  during  the  win- 
by  i6  feet  and  4 
;eet  to  the  height 
.round  it,  covering 
lit  from  red  cedar, 

bank  of  the  creek, 

h,  from  cellar  to 

ioorway.     At   the 

fireplace,  into  the 

at  backward  and 

.  the  prairie  out- 

jUtside,  we  built  a 

this  opening,  high 

od  draught.     This, 

carpeted  with  dried 

kins,  and  the  walls 

er,  wolf,  and  wild- 

lly  did,  made  us  a 

!»e  building  of  the 

Wes   and    Henry 

•y  for  another  load 

horses,  etc.,  leav- 

h  the  work. 

river,  the  hills. 

'ed,  were  inno- 

gly  an  even  rise 

-;  here  and  there 

.lyon  opened  out 

d  sullenly   down 

"inspection    proved 

hills  to  be  a  great 

and   seamed  in   all 

'.  canyons. 

one  might  imagine 

niles    of   unbroken 

perhaps  a  hundred 

on  a  hundred  feet 

Imost  perpendicu- 

)y  the  rains  of  in- 

•  60  to   100  yards 

.enerally  as  smooth 

above.     To  give  a 

igine  certain  long. 

ble-land    to    have 

nal  position  to  a 

low,  leaving  the 

iding,    which    the 

places   by   washinc 

and  depositing  th( 


JOHANNESBURG,  AFRICA. 


1  HE  Johannesburg  JJental 
INSTITUTE, 

Scantlebury  Buildings,  Pritchard-st. 
Von  Brandis  Square,  P-O-  Box  366- 

UNDER  the  management  of  Qualified 
and  Skilful  Dentists,  have  opened  an 
Office  for  the  practice  of  Dentistry  in  all  its 
Branches.  The  same  as  carried  on  in  all 
the  largest  cities  in  England  and  America. 

Crown  Bar  and  Bridge  Work  for  ad- 
justing Artificial  Teeth  permanently,  i.r. 
without  plates,  introduced  into  Africa  by 
the  Johannesburg  Dental  Institute. 

Artificial  Teeth  with  Plates.  All  known 
and  successful  systems  of  adjusting  the 
finest  specimens  of  Artificial  Teeth  with 
plates,  by  the  suction  principle,  so  as  to 
cause  as  little  injury  to  the  remaining 
Teeth  and  Gums  as  possible. 

Crown  work  implies  the  treatment  of 
Teeth,  too  far  decayed  to  be  filled,  by  the 
adjustment  of  crowns. 

The  Tightening  of  Loose  Teeth,  mech- 
anically and  by  restoring  to  health  of  the 
diseased  gums  and  tissues. 

The  Painless  E.xtraction  of  Teeth,  when 
necessary,  with  the  aid  of  Nitrous  Oxide 
and  other  anesthetics. 

Scientifically  filling  decayed  Teeth  per- 
manently with  Gold  and  other  suitable 
materials. 

Enamel  and  Porcelain  Inlays,  the  exact 
representation  and  colour  of  the  teeth, 
dispensing  with  the  unsightly  appearance 
of  gold,  which  is  often  objected  to. 

The  Construction  of  Obturators  for 
Cleft  Palates 

The  Painless  treatment  of  exposed 
Nerves  of  Teeth  and  the  Curing  of  Ab- 
scesses. 

Generally  undertaking  every  Branch  of 
Dentistry,  including  all  known  methods 
of  preventing  and  curing  pain,  saving 
Teeth,  and  inserting  artificial  teeth. 

The  privacy  of  the  most  refined  Dental 
practice  is  observed  throughout  the  In- 
stitute. 

Office  Hours — 9  to  5.      Sundays,  9  to  i. 


to  and  fro  like  a  < 
keeping  his  upng 
most  difficulty,     'j 
the  great  prize  wai 
investigation  pr< 
struck   about   4   in 
with  just  pcnetrati 
between   the   rib; 
part  of  the  carti 
the  heart.    But  ah 
ent  story. 

Crossing  the  cre< 
level  on  the  west' 
went  to  the  south 
canyon  out  of  th 
seen  the  elk  emei-. 
owy    depths    I    pli 
loose  clay  wall  at 
canyon    was    of    l 
I'eet,   I  should  judg 
Aas  still  shining  ah 
down  there.    Keep 
torn  of  the  canyon 
the  opening  at  tl 
glint  of  gold  resti- 
the  narrow  valley, 
As  I  made  my 
my  friend  the  en 
afternoon   nibblin 
lying  in  the  shad' 
made  my  way  ca. 
about   100  yards  c 
yon,   I  saw  the  ei 
and  across  the  ere 
The  blufTs  on  '' 
at  this  point  ris. 
feet,  and  then  slo^ 
of  bluffs  in  genera 
on  this  first  bench 
geon's  door,  and 
there  in  bold  relif 
beyond,    his    gre 
dead  top  of  a  srr 
thinking  of  noth  . 
waiting   for  somct. 
up.     That  somethi 
Crouching  ther 
the  bottom   of  tl 
Ballard  at  that  gr. 
was  no  use.     Shal. 
ing  shadows  \youk 
satisfactory   aim. 
of  gaining  the   pi 
mound  which  I  S2 
I  could  rest  my  ri 
Keeping  out   o 
sible,    and    deper 
gloom,  I  stole  al 
coveted    position 
\<yhx  had  died  aw 


THE    PRACTICE   BUILDER 


451 


LONDON,   ENGLAND. 


^ 


lOOIH  CROWN  CO., 

24  OLD  BOND  ST.,  W. 
504,52  LUDGATE  HILL.E.C. 

FOR  F»fiST  CLASS  DENTISTRY. 


Decayed  and  broken=down  teeth 
should  not  be  extracted.  They  can 
be  saved  for  many  years  by  skilful 
crowning  and  filling  at  moderate' 
and  fixed  fees.  Experts  in  all 
methods  of  dentistry  in  attendance 
■daily..  ,  ■-■■  ■;  "  — -     .    /-'v: 

JDescriptive  book  pOit  free- on  application  to 
:  the  Secretary  at  either  addreis. 


^ 


^. 


O  PEC  FOR  CONSULTATION. 


EU,   FEANCE. 


Miles    LECONTE 

I>entisteei 

Boulevard   Gambetta,  a  EU 


BANGKOK,    SIAM. 


PAINLESS  DENTISTRY. 


J.  F.  TEUFERT, 

Dental  Surgeon^ 

City    Deutal  OfBce,  formerly  occupied 
by  Dr.  McFarland. 

Office  Hours :  8  A.M.  to  5  P.M. 
Baugkoli,  June  20,  1896. 


TREPORT,   FRANCE. 


D'    PARLAGHY 

dela  Facull6  de  New-1iork 

D  E  N  T I  ST  E 

Americain 

Paris  :  189,  rue  Saint-Honor^,  189 

Pendant  la  saison  des  Bains,  au  TREPORr 

sur  !a  Plage,  46,  rue  Simon 

VISIBLE :  LES  MiRDI  &  f  ENDREOI  DE  GHiQUE  SEMAIHE 

de  i  h.  du  matin  &  4  h.  du  soir 


EU,  FRANCE. 


DENTISTE 


AMERICAIN.  de  la 
faculte  "^e  New-York. 
28.  rue  d'Antibes.    D'  PARLAGHY,   rue  d'Antibes,  28 


MEAUX,   FRANCE. 

CABINET    RECOMMANDE 
MEA  UX-^  8,  QDAI  SADl  CARNOT  —  ME  A  UX 

(anckmiemcTit  qnai  Bellevue) 

E.  BURGIIE 

Dentiste  de  la  eompagnie  du  cncmin  defer  de  I'Est, 
de'l'Association  indvstnelle  ct  commcTcialcxuv, 
profit  des  fonctionnaires  de  I'Etat,  des  officiers 
de  I'armee  et  de  la  marine,  du  college,  du  grand 
et  du  petit  siminaxre,  des  pensions  et  des  maisons 
religieuses  de  Meaux,  du  college  de  Juilly,  du 
college  et pensionnat  Sainte-Foy,  de  Coulommiers. 

OONBULTATIONS 

CABINET  DE  SEAOX,  8,  QUAI  SAfll-CABNOT, 

(ANCIENPiEMENT  QUAI  EELLEVXJK) 

Mardi,  Vendredi  et  Samedi,  de  9  h.  30 
du  matin  a  6  h.  du  soir. 

CABINET  DE  CGDLOKHIERS,  16,  RUE  DD  lARCaE 

Mercredi  de  10  h.  a  7  h. 

el  Jeudi  de  8  heures  a  midi. 

CABINET   DE  PARIS,  15,  EDE  DE  STBASBOURG 
Lundi  de  2  a  7  heures 

Jcudi  de  3  a  7  et  DimaDche  de  9  32  h> 


45^ 


THE    TRACTICE    BUILDER 


ST.    OMER,   FRANCE. 


llll'lli  IIEiTAllll  ii.«Li.ii,i 

<1oDl  UiopiralioDsouKid  parloutcouroDu^es  tie  succii  a  dtabU 

1     29,  RueThiers,BOULOGNESUR/MEl( 
SuSIai^         ,4,  Rue  L,layel,e,  CALAIS. 

I  liU  C;iiul<|u«  eat  oiiverte  (uum  lev  |uurfi 

Consultations  t  Si-OMER,  39,  Rue   de   Dunkerque,  chaque 
Samedi,  de  11  heures  du  matin  ii  6  heuies  du  soir. 

OPfillWlOJiS  !»AlllfAlTESET  I'OSE  HE  MU  SANS  IIDlILEUllS 

DenU  sans  plaques  ni  allaches.  Extraction  des  dents  alisolument  sans  douleur-  Prfeserva- 
tion  des  denls  cariies  avec  limaille  dor  selon  la  Mh-thodb  esskntiellkment  ArfCRiCAiNK, 

La  superioiite  des  niitliodes  des  dentistes  americains  sur  tous  les  autres  syslemes  est 
reconnue  depuis  longtemps  dans  le  monde  enlier,  mais  les  fiais  eleves  onl  juaqu'a  present 
empech6  la  majority  du  public  de  s'en  servir  el  d'en  t;oiiiter  les  avanlages.Maintenant,  I'As- 
sociATiON  DES  Dentistes  AMtBic\rN8  a  amene  ses  prix  k  la  portee  de  tous  car  ils 
n'attcignent  plus  la  nioili6  de  ce  que  Ton  reclame  habituellenient  pour  les  Iravaux, 

Ceux    qui    ont    besoin    d'un    denliste   devraient    tout  d'abord   consulter  Gratuitement 
les  Dentistes  Americains  pour  voir  ce  que  la  science  peul  isire  pour  eux. 
,  ^      SPtciALiTfi    de  dents    monlees  sur   Or,   Platine,  Caoutchouc  et  Celluloide,  fails  avec  le 
\\  nouveav  stst^ue  Am^ricain. 

Oknts  a  partir  de  5  fr.  ---  Dkntiers  ii  parlir  de  50  fr. 


\^ 


VOIRON,   FRANCE. 


BONON 

"-DENTISTE  DE  LYON 

Professeur  «Ie  Protliese  Dentaire 


I 


POSE  DE  DENTS  INUSABLES 

REOOMMANDEES  PAR  LEUR  BEAUTE,  LEUR  LEQ^RET^  A  LEUR  SOLIDITi 

a  5  francs  la  Dent 
—  OPERATIONS  SANS  DOULEUR  PAR  L'ANESTHESIE  LOCALE  — 


Visible  tous  les  jours 

VOIRON,  6,  Hue  de  la  Gave,  6,  ou  rue  des  Fabriques,  5,  VOIRON. 


THE   PRACTICE   BUILDER 


453 


Of  all  clippings  which  we  were  compelled  to  cast  out  as  unavail- 
able and  unworthy,  none  possessed  any  of  the  features  which  go  to  make 
a  good  advertisement.  Most  of  them  were  "  standing  ads,"  which  were 
permitted  to  run  in  the  same  form  without  change  in  wording  or  dis- 
play. This  is  money  wasted.  Besides,  they  were  undignified  in  tone, 
and  the  price  was  made  the  chief  feature  of  the  announcement.  The 
pictures  used  were  disgusting  and  repulsive. 

We  propose  to  present  now  some  hints  on  advertisement  writing, 
and  some  samples  of  good  advertisements,  with  comments  on  their 
good  and  bad  points. 

In  writing  an  "  ad  "  a  good  plan  is  first  to  sketch  the  idea  on  a  sheet 
of  paper,  placing  the  chief  display  lines  where  they  are  wanted;  and  indi- 
cating size  of  type — brackets  alongside.  Don't  be  afraid  of  white  space, 
and  don't  crowd  in  too  much  matter.  A  few  words  well  displayed  are 
more  effective  than  crowded  lines  of  type.  Use  the  space  down  rather 
than  across  the  page.  Decide  first  what  you  wish  to  be  the  feature  of 
your  "  ad,"  and  then  build  around  it.  If  you  cannot  display  the  leading 
lines,  or  sketch  the  design,  leave  it  to  the  printer,  after  giving  him  an 
idea  of  what  you  would  like.  His  brains  are  trained  to  this  work.  Give 
him  time  to  do  it,  though.  If  you  know  anything  of  the  time  it  takes  to 
set  type  well,  you  will  hardly  ask  for  the  proof  of  an  "  ad  "  in  a  few  min- 
utes after  you  have  given  the  copy. 

Type  is  made  of  metal  and  cannot  be  expanded  or  compressed.  Se- 
lect type  to  fit  your  space,  or  let  the  printer  make  space  to  fit  the  type. 
Select  a  head,  then  carve  your  "  ad."  Go  straight  at  your  subject.  Aim 
to  hit  the  mark  early  in  your  "  ad."  Avoid  elaborating.  Make  the  "ad." 
effective  by  contrast  with  the  other  "  ads."  Say  plainly  just  what  you 
mean. 

Write  as  you  talk.  The  shorter  each  sentence,  the  more  it  will  be 
read.  Refrain  from  surrounding  any  idea  with  too  much  verbiage. 
Short  words  give  best  expression. 

The  styles  of  "  ads  "  should  not  be  ornate  in  language,  nor  similar  to 
those  of  lectures,  preachers,  magazine  or  editorial  writers.  Be  brief. 
Do  not  be  too  intense  of  expression.  Avoid  all  terms  and  phrases  that 
might  indicate  jealousy  of  other  dentists.  Remember  there  is  room  on 
earth  for  other  people. 


454 


THE    PRACTICE    BUILDER 


Experts  at  advertising  divide  display  into  the  following  phases: 
"  Ads  "  which  owe  tlieir  efifectivcness  to  their  position.  "  Ads  "  which 
arc  effectively  worded.  "  Ads  "  wliich  have  effectively  displayed  head- 
ings and  borders.  "  Ads  "  which  are  illustrated.  "  Ads  "  which  have 
one  or  more  sub-headings. 

Those  which  owe  their  effectiveness  to  position  we  consider  to  be 
unsuitable  for  dental  advertising.  Ads  which,  however  nicely  worded, 
do  not  have  display  headings,  will  be  found  less  effective  than  any  of  the 
others.  The  effectiveness  of  an  "  ad  "  is  lessened  when  sub-headings  are 
introduced.  Each  sub-heading  is  liable  to  counteract  the  force  of  the 
others. 

"  Ads  "  which  are  illustrated  are  effective  only  as  the  illustrations  are 
pertinent  and  artistic.  Dental  advertisements  should  never,  under  any 
circumstances,  be  illustrated  with  pictures  of  the  advertiser,  plate  work, 
bridge  work,  crowns  or  other  devices.  All  of  these  are  repulsive.  The 
only  i)ictures  which  are  suitable  for  these  advertisements  are  those 
which  show  the  heads  of  pretty  women. 

Those  that  have  effectively  displayed  headings  and  good  borders 
are  best.  The  heading,  as  we  have  said,  should  be  pertinent  to  the  thing 
advertised.  The  whole  burden  of  an  advertisement  is  in  the  heading 
and  in  the  beginning  of  the  descriptive  matter. 

The  following  specimen  advertisement,  taken  from  a  prominent  pub- 
lication devoted  to  advertising,  illustrates  the  point: 

A  Camel's  Back 

will  stand  a  great  deal,  but  the  pro- 
verbial last  straw  breaks  it.  A  fishing-rod 
will  stand  just  so  much  strain  before  it 
breaks,  ^'ou  cannot  put  anything  more  into 
a  bottle  that  is  absolutely  full.  There  is  a 
limit  to  everything.  Kconomy  in  Dentistry 
is  a  good  thing  down  to  a  certain  point;  below 
that  it  is  not  economy.  It  is  possible  to  do 
the  verj-  best  Dentistry  at  the  prices  we 
charge.  It  is  impossible  to  do  good  work  for 
less.     Everything  we  do  is  guaranteed. 

The  heading  has  nothing  to  do  with  the  subject-matter,  and  no  one 
can  tell  what  is  advertised  unless  he  reads  the  entire  advertisement. 
The  heading  is  too  general :  it  is  irrelevant.  We  show  the  same  adver- 
tisement reset.    The  main  idea  refers  to  "  economy."    Repetition  of  the 


THE    PRACTICE   BUILDER  455 

same  statement  in  different  words  tends  to  diffuseness,  and  the  one 
point  that  should  be  made  is  lost  in  the  effort  to  be  too  intense,  and 
in  expressing  it  in  different  forms  for  fear  the  reader  will  not 
understand. 


Dental 
Economy 


♦ 
♦ 


I 


Cheap    dentistry    is    not    eco-  T 

nomical  dentistry.       Pay  less  than  T 

we  charge,    and    you    get   less    for  J 

your  money.      Pay  more,  and  you  J 

pay    more    than    is    enough.       Our  t 

work  is  not  expensive,  yet  it  is  not  T 
"cheap."       Our    guarantee    really 
guarantees. 


t  Blank  Dental  Association  ♦ 

726  Broadway  X 


Some  dentists  have  permitted  advertisement  constructors  to  prepare 
their  "  ads  "  who  were  not  fully  in  touch  with  the  knowledge  that  dental 
advertising  is  more  delicate  than  the  usual  business  advertisement,  and 
who  did  not  know  that  greater  care  must  be  exercised  to  lend  a  tone 
of  dignity  to  it.  We  show  herewith  an  advertisement  written  by  one 
who  did  not  sufficiently  consider  this  point. 


456 


THE    PRACTICE    BUILDER 


SAY 


What  you  will,  think 
what  you  like,  it's  the 
person  with  the  best 
set  of  teeth  that  every 
one  admires.  You 
know  this  ? 

WELL? 

I  will  attend  to  any  irregulari- 
ties of  your  teeth.  Fill  the  most 
sensitive  with  the  least  pain. 
Don't  take  my  word  for  it,  ask 
some  of  my  patients  who  have 
used  this  method.  Or,  better 
still,  come  and  have  a  tooth 
filled.  All  my  work  is  posi- 
tively guaranteed.  My  prices 
surprise  everyone.  Call  and 
see  what  they  are. 

Dr.  A.  B.  BLANK, 

DENTIST. 


The  objection  to  this  advertisement  is  that  it  lacks  dignity.  It  is  too 
much  on  the  "  Hello  Bill!  "  order.  In  the  effort  to  attract  attention, 
the  writer  lost  sight  of  the  fact  that  his  "  ad  "  lias  an  offensive  tone;  it  is 
"  too  smart."  Otherwise  it  is  a  well-displayed  "  ad  ";  it  illustrates  the 
plan  which  some  advertisement  writers  use;  that  of  having  a  sub- 
heading. The  wording  of  the  advertisement  is  faulty;  it  lacks 
coherence. 

It  will  be  observed  that  the  "  ad  "  is  too  diffuse;  much  space  is  used 
without  making  a  point;  furthermore,  the  argument  besides  being  weak 
is  not  straightforward  and  to  the  point  and  the  writer  of  it  was  not  in 
touch  with  the  requirements  for  a  dental  advertisement. 

Advertisements  were  afterward  written  for  the  same  dentist  by  other 
advertisement  writers,  and  one  of  these  is  here  shown. 


THE    PRACTICE    BUILDER  457 


t««»«H»H«W«W*WH«WH**HM»>«HMMM«MM«WH4H^ 


Teeth  filled  without  pain — Not 
feeling,  is  believing 


X 


s 


It's  a  Regular 
Nightmare 


s 


X  If  you   have   your  teeth   filled  by  the  j 

X  users   of  the  old-time  methods.     Why  ± 

^  have  your  nerves  hacked  up,  when  by  ± 

5  my    process  you  can  have  your    teeth  ± 

X  filled  without  sufiering- one  bit  of  pain?  S 

I  —  I 

X  Bridge  and    Crown  work   a   specialty.  X 

X  None  but  the  latest  methods  and  most  * 

♦  improved  appliances  in  all  branches  of  ♦ 

5  dental  work.  * 


i 


I  Dr.  A.   B.   BLANK.  % 


I 


OFFICE  OVER 


5     Dnnrnin  0.  irnn    AnoflnlQ'o  * 


S 


I 


Beiole  &  Van  Arsiale's. 
I  I 


This  advertisement  is  also  faulty  in  that  it  is  misleading;  it  is  not 
cheerful;  it  is  not  hopeful.  The  heading  is  not  a  suitable  one.  The 
statement  which  is  made  with  reference  to  filling  teeth  being  a  night- 
mare is  not  truthful.  It  is  not  a  regular  nightmare  to  have  teeth  filled. 
People  who  have  never  had  teeth  filled,  and  people  who  have  had  teeth 
filled,  will  not  be  attracted  by  an  advertisement  which  states  that  the 
usual  dental  operations  are  painful.  The  "  ad  "  fails  of  its  purpose,  and 
not  alone  prevents  people  from  consulting  the  advertiser,  but  from  em- 
ploying others.    This  kind  of  advertising  is  not  profitable. 

What  are  people  to  think  if  the  dentists  themselves  advertise  and 
emphasize  the  features  which  they  should  not  mention,  and  fail  to  men- 
tion those  which  they  should.  We  have  said  that  there  should  be  but 
one  idea  in  an  ad,  one  thing  at  a  time.  This  ad  not  only  poorly  adver- 
tises painless  dentistry,  but  crown  and  bridge  work  as  well. 

We  show  the  ad  reset  and  displayed. 


458 


THE   PRACTICE   BUILDER 


It  will  be  noted  that  short  sentences  are  used  and  the  simplest  state- 
ments that  will  convey  the  meaning  intended  are  employed.  The  head- 
ing is  more  likely  to  cause  a  reader  to  peruse  the  "  ad  "  than  when  objec- 
tionable or  undignified  headings  are  used.  All  that  is  told  in  this  "  ad  " 
could  also  be  told  in  a  much  smaller  space,  which  is  something  to  recom- 
mend it. 

In  this  no  space  or  words  are  wasted  in  unnecessary  references  to 
old  methods  or  to  unpleasant  statements.  The  facts  are  stated,  then  the 
ad  stops.  It  tells  all  there  is  to  tell,  and  that  is  all  that's  necessary.  We 
show,  following,  some  examples  of  advertisement  writing  and  display. 
They  are  intended  as  examples  of  form  and  wording. 


THE   PRACTICE   BUILDER 


459 


n 


DEAR 
DELAYS 


Have  your  teeth  attended  to 
now.  Don't  put  it  off  for  a  more 
convenient  season. 

They  may  get  in  such  con- 
dition as  will  be  difficult  to  re- 
pair. Have  them  attended  to 
here.  Modern  dentistry — mod- 
erate charges. 

Dr.  blank 

DENTIST 


The  same  idea  is  shown  in  this 
"ad": 

Expensive 


^   Procrastination    fc 


Don't  wait  until  you 
get  time  to  attend  to  your 
teeth. 

Take  time. 

The  time  is  now. 

The  expense  andbother 
will  be  much  less  nowthan 
next  year  or  next  month. 

Dr.  Blank,  Dentist 
86  Main  Street 


i 


IS 


s 


mmim&mm^ 


460 


THE   PRACTICE   BUILDER 


We  here  show  examples  of  ad- 
vertisements with  sub-headings. 
We  do  not  advise  this  form  of  dis- 
play because  few  have  the  skill  to 

^"  Your  Teeth  ^  ^  fe 

I!  !i 

fjij  are  necessaries — not  luxu-  m^ 
V\  ries.  If  yon  do  not  attend  ||l<^ 
-I'l    to  them  no  one  else  will.      '.!-< 

M  m 

I!  Our  Skill    ^  ^  !!i 


]\\  is  at  3^our  service.  lit 

^11  It  is  based  on  superior  ser-  j^ 

jii  vice,  and  not  on  price.  it 

-I'l  Modern  service— methods  .i- 

/]ll  — materials. 


jjJDr.  BLANK,  Dentist  I 

!!  86  Main  Street  S 


A  Grain  «  « 

of  Prevention  % 


«  « 


In  the  care  of  the  teeth 
at  the  proper  time — when 
there  are  only  minor  defects 
is  better  than 

An  Ounce  of  Gold 

After  they  have  been  neg- 
lected for  months  or  years 
and  means  an  immense  gain 
in  comfort  and  reduced  ex- 
pense. 

6old  Bros.,  Dentists 

4$5  State  Street 


construct  these  ads  in  such  a  man- 
ner that  the  sub-head  does  not  de- 
tract from  the  forcefulness  and  ef- 
fectiveness of  the  whole 


^nMMWWWMWWM 


THE   PRACTICE   BUILDER 


461 


The  following  advertisement, 
exhibits  two  sub-heads  to  the  an- 
nouncement: 


1 


{  Cbe  Plea 


-§-  We  want  you  to  know  of  our 

j[  modern  methods — painless  op-  -^ 

A  e rations.                                        ¥ 

I  Cbe  Bmnti         I 

i  I 

J  Hundreds  of   satisfied  patients  • 

j^  who  come  back  for  more  work  * 

I  S 

I  Cbe  Uerdict 

J  Shall  be  as  you  say  after  you 

^  have  had  work  done. 
1 

S  Dr«  BlanK,  Denmt 

j[  $6  main  Street 


The  following  specimens  of  ad- 
vertisement writing  and  display 
composition  will  be  found  to  be  an 
improvement  on  the  usual  news- 
paper announcement: 


I  Scientific 
Simplicity 


Expert  service. 
Modern  methods. 
Pleasantness  and  sat- 
isfaction combined. 


Dr.  BLANK,  Dentist  | 


462 


THE   PRACTICE   BUILDER 


^^^^^^^^^^ 


That  fit  well.  Look  well. 
Wear  well.  Not  expensive 
and  yet  not  "  cheap." 

BROWN'S 


S^ 


^ 


^ 


Unprofitable 
Cheapness 

"  Cheap  "  dentistry  is 
extravagant,  no  matter 
what  you  pay  for  it. 

Our  prices  are  low 
enough  to  be  reasonable 
and  high  enough  to  pay 
for  good  dentistry. 

Blank  Dental  Parlors 

88  MAIN  STREET 


^ 


?e)VG)VE)VG)V^ 


THE   PRACTICE   BUILDER 


463 


Economy 


VS. 


Quality 

There  is  a  point  where 
cheapness  ceases  to  be  econ- 
omy. When  you  want  real 
quality  and  real  economy, 
come  here.  Why  ?  Because 
here  you  find  skilled  ex- 
perience —  modern  methods 
painstaking  and  painsaving. 


Dr.  Brown,  Dentist 


Opera  House  Block 


Ut^^^ 


In  the  examples  shown,  it  will 
be  seen  that  a  dental  advertisement 
can  be  written  and  displayed  so  that 
it  will  be  neat,  dignified,  and  not 
lacking  in  those  qualities  which 
convince  people  of  the  wisdom  of 
having  their  teeth  attended  to 
promptly.  Who  shall  say  that  these 
advertisements  are  not  better  than 
those  which  may  be  seen  every  day 
in  the  papers,  so  disfigured  by  poor 
display  and  unsuitable  illustrations 
as  to  be  difficult  to  read. 


' ^t' 


1 


*¥ 

¥ 

¥ 

f¥ 

-¥ 

¥ 
¥ 
¥ 
¥ 


Expert 
Extracting 


Quickly.  Painlessly. 

Safely.    No  failures. 

No  bungling. 

Skilled    experts. 

Modern  appliances. 

Boston  Dental  Parlors 
Opera  House  Block 


1 

1 

1 

l¥ 
l¥ 

h 


t 

t 
Si 

^i 
t 

I' 
II 

tl 

t! 
t 


•«« 


464 


THE  PRACTICE  BUILDER 


W'e  now  exhibit  some  advertise- 
ments which  are  illustrated  with 
pictures,  which  can  be  used  in  den- 
tists' announcements,  and  which  are 
attractive: 


She  Smiles 


ft      Why  shouldn't  she  ?  a 

y      She  has  firm,  even,  white  teeth,  \) 

1      They  have  been  well  cared  for.  | 

(j      That's  the  secret  of  the  smile.  A 

i      Would  you  smile  sweetly  ?  » 

f      I  can  help  you.  f 

i 

i      Dr.  BLANK,  Dentist  i 

V               Opera  House  Block  \ 

§  I 

Copyright.  1897,  by  American  Dental  Publishing  Co. 


1   A  Pretty  Girl    ! 


Pretty  teeth  are  the  prettiest  thmg 
about  a  pretty  girl. 

Hiiw  often  you  hear — "  Miss  Blank 
has  such  pretty  teeth." 

Modern  dentistry  makes  it  possible 


I 

I  for  all  to  have  pretty  teeth 

I       We  practice  modern  dentistry. 

I  Dr.  BROWN,  Dentist  j 

•  OPERA  HOUSE  BLOCK  | 

L»M«  IH  III  W^^4W^^H«  IH«J 

Copyright,  1897,  by  American  Dental  Publishing;  Co. 


THE   PRACTICE   BUILDER 


465 


fl  Fair  Pictdre 


One  of  the  most  expressive  features 
is  tiie  mouth,  and  the  expression  de- 
pends largely  on  the  teeth. 

In  vain  the  eyes  sparkle  with  joy  if 
the  lips  are  compressed  to  hide  de- 
fective teeth. 

We  can  make  you  smile  sweeter. 


I 


If 


Drs.  Bennet  &  Cooper,  Dentists  $ 

272  Michigan  Street  ^ 

i 

Copyright,  1897,  by  American  Dental  Publishing  Co. 


Copyright,  1897,  by  A    -.eric 


466 


THE   PRACTICE   BUILDER 


Behind  Her  Fan 

Slie   siiiUl'S— luT  leelli   are  unsightly — gums 

diseased — breath  impure. 
She  neglected  iier  own  teetii  and  she  suffers 

pain  and  mortitication. 
Attend  to  _)w</-s  carefully  and  jw<  avoid  this. 
Call  and  see  me. 

Dr.   BLANK,   Dentist 

MOWB    BLOCK 


mi^'m^^'^'mmi^»^^c^7mi'i 


Copyri^hl,  1897.  by  Amcricnn  Dental  Publishing  Co. 


^1 


Smiles  of  Sweetness 


disclose  pretty  te^th  —  the 
sweetest  thing  a  smile  can  be 
said  to  do. 

We  can  make  teeth  beauti- 
ful—make  smiles  sweeter. 

DR.  H.  J.  HOWARD 

Dentist 
150  Imperial  Building 


n^^:fe')<^is(y^:^<^(^c?3^ 


Copyright,  1897.  by  American  Dental  Publishing  Co. 


THE   PRACTICE   BUILDER 


467 


I      Teeth  of  Pearl      8 


Are  a  coveted  possession.  © 

Nobody's   teeth   are  so    bad    we  © 

can't  improve   them.  ^ 

Sometimes  only  a  little — gener-  f) 

ally  a  great  deal.  C 

Perhaps  we  can  improve  yours.  ^ 

Dr.  A.  J.  DAVIS  I 

© 
616  Arion  Bldg.  © 


Copyright,  1897,  by  American  Dental  Publishing  Co. 


Copyright,  1897,  by  American  Dental  Publishing  Co. 


468 


THE  PRACTICE   BUILDER 


SAVE  YOUR  CHILD 

from  pain  and  discomfort.  Many 
parents,  from  thougfhtlessness,  or 
mistaken  notionsof  economy,  allow 
their  children's  teeth  to  decay. 

When  it  becomes  necessary  to  fill 
them  it  takes  time  and  money. 

Prompt  attention  means  little 
money,  no  pain. 

Dr.  BLANK,  Dentist 

Howe  Block 


.•G^^^^t^^i'l'i^^^g^j, 


Poetic  Praise 

Has  been  bestowed  upon 
the  teeth  in  ail  times.  That 
shows  how  quickly  people 
notice  the  teeth  and  what 
prominent  factors  they  are 
in  beauty. 

Your  teeth  may  be  dis- 
agreeable to  yourself  and 
repulsive  to  your  friends. 

We  can  help  you. 

Drs.  SMITH  &  BLANK 

Dentists 


^[gl 


Copyright,  1897.  by  American  Dental  Publishing-  Co. 


Copyrijjh!.  i^j;.  bv  American  Dental  Publishing  Co. 


The  Other   Side  of  Advertising 

"  There  are  two  sides  to  every  question  " 

We  have  presented  the  subject  of  advertising  as  it  exists.  We  are 
well  aware  that  the  chapter  devoted  to  that  topic  will  be  the  object  of 
some  criticism,  and  in  the  nature  of  things  this  is  what  might  be  ex- 
pected. There  is  no  other  way  to  treat  the  matter  than  just  exactly  as  it 
exists.  The  whole  dental  profession  is  represented  by  the  advertising 
and  the  non-advertising  classes.  The  practice  of  advertising,  among 
dentists,  is  world  wide;  and,  generally  speaking,  the  advertising  done 
by  them  is  the  poorest  that  is  done  by  any  class  of  men.  No  one  can 
have  any  adequate  idea  of  the  extent  of  the  advertising  habit  among 
dentists  until  he  has  employed  the  services  of  the  press-clipping  bureaus 
to  supply  him  with  clippings  of  dentists'  advertisements  taken  from  the 
daily  papers  alone;  and  yet  this  does  not  by  any  means  represent  the  full 
extent  of  dental  advertising. 

For  the  purposes  of  the  preceding  chapter,  we  had  for  more  than 
a  year  prior  to  the  publication  of  this  book  been  in  almost  daily  receipt 
of  large  numbers  of  such  clippings.  From  the  large  number  of  these^ 
it  cannot  but  be  seen  that  this  subject  of  advertising  is  one  of  vast  in- 
terest. Advertising,  as  practiced  by  dentists,  is  both  undignified  and 
unprofitable.  It  is  reprehensible  to  the  great  body  of  the  profession, 
and  does  not  appeal  to  the  intelligent  consideration  of  those  whom  it 
is  intended  to  interest. 

If  we  omitted  a  thorough  consideration  of  advertising  this  book 
would  be  incomplete;  and  if,  instead,  we  proceeded  to  dilate  at  length 
upon  the  futility  of  advertising,  the  advice  would  go  unheeded.  All 
that  has  been  said  against  advertising,  in  the  past,  has  not  resulted  in 
any  attention  being  paid  to  those  who  have  opposed  it.  Many  who 
consider  advertising  to  be  objectionable,  are  violent  in  their  references 

469 


470 


TIIK   PRACTICE   BUILDER 


to  advertising;  and  advertisers.  This  can  do  no  good.  The  matter  must 
be  treated  in  another  way.  Advertising  can  never  be  wholly  stopped, 
and  advertising  dentists  cannot  be  intimidated,  nor  induced  to  believe 
that  their  own  ideas  are  wholly  wrong.  There  is  no  advertising  office 
in  the  country  which,  even  if  the  proprietor  were  convinced  of  the  ad- 
visability of  discontinuing  his  advertising,  could  change  its  practice  to  a 
liigh  class  one  at  once.  His  interests  lie  in  his  advertising  practice, 
and  upon  advertising  his  prosperity  depends. 

There  is  only  one  thing  that  can  be  done,  and  every  liberal-minded 
reader  will  agree  that  the  only  way  is  to  improve  the  quality  and  the 
appearance  of  the  advertising.  This  in  itself  is  no  mean  task,  for  most 
advertisers  have  become  so  set  in  their  ideas  that  they  cannot  at  once 
be  convinced  of  the  improvement  that  will  result  from  a  change  of 
method  in  their  system  of  attracting  public  attention  and  patronage. 

From  a  close  observation  of  the  advertising  of  dentists  in  the  United 
States,  Canada,  England,  Ireland,  and  the  countries  of  Continental 
Europe,  we  can  state  that  the  best  advertising  and  the  poorest  is  done  in 
the  United  States. 

Newspaper  space  costs  more  in  the  United  States  than  it  does  any- 
where else,  and  yet  dentists  continue  to  use  up  large  spaces  in  which  to 
present  their  announcements,  and,  worst  of  all  they  fill  these  with  an 
unsightly  mass  of  cuts  of  plates,  bridges,  and  crowns,  and,  in  many  in- 
stances, with  pictures  of  the  advertiser.  The  typographical  display  is  of 
the  very  poorest  kind,  and  there  are,  in  most  advertisements,  a  half  dozen 
or  more  sizes  of  type,  all  set  as  display  headings,  so  that  the  advertise- 
ment has  the  appearance  of  being  all  display  headings  and  no  solid 
matter.  In  some  clippings  that  have  been  examined,  half  a  page  has 
been  used  in  papers  of  large  circulation.  In  one  paper  published  in 
Rome,  Italy,  the  advertisement  of  a  dentist  was  set  in  reading  matter 
and  illustrated  with  cuts  of  plates  and  bridges,  and  took  up  two-thirds 
of  a  page.  Many  advertisers  in  this  country  use  spaces  almost  as  large, 
for  one  issue  at  certain  periods  of  the  year.  This  is  very  poor  business 
policy.  I'etter  by  far  to  use  a  small  space  every  day  than  a  large  space 
once  a  month. 

It  should  be  borne  in  mind  that  newspaper  space  must  be  paid  for 
with  dollars  earned  by  hard  work  and  valuable  time.     The  space  if 


THE   PRACTICE   BUILDER  471 

costly  and  it  takes  the  work  of  several  hours,  sometimes,  to  pay  for  even 
a  small  advertisement.  By  having  such  large  advertisements,  the  ad- 
vertiser takes  on  too  much  of  the  commercial  competitive  spirit,  and 
this  is  a  most  undesirable  feature  of  dental  advertising.  We  are  par- 
ticularly opposed  to  such  frantic  appeals  to  the  attention  of  the  public. 
Many  of  these  advertisements  are  of  such  a  strain  that  the  following 
might  be  given  as  a  model.  (?) 

I  am  the  only  reliable  Jones — look  at 
me.  Make  no  mistake.  I  am  the  only 
one.  Employ  me.  Be  sure  you  get 
Jones.  All  the  others  are  frauds,  but 
I  am  the  genuine  article.  Whatever  you 
do,  don't  forget  Jones. 

This  kind  of  advertising,  of  which  the  foregoing  is  a  burlesque,  is 
altogether  too  prevalent  in  the  larger  cities,  and  those  who  use  that  style 
should  see  the  wisdom  of  abandoning  it  as  most  unworthy.  It  cannot 
fail  to  prejudice  unfavorably  those  who  see  it. 

In  the  chapter  on  advertising  it  has  been  the  effort  to  show  only  that 
advertising  which  is  considered  to  be  good,  and  to  show  no  specimens 
wherein  doubtful  schemes  are  employed  or  wherein,  by  use  of  clap-trap 
arguments,  the  advertiser's  only  aim  appears  to  be  to  get  the  patient 
into  his  office. 

If  those  dentists  who  use  large  newspaper  space  Avill  consider  well 
the  samples  shown  in  the  chapter  on  "  Advertising,"  and  observe  how 
easy  it  is  to  tell  all  there  is  to  tell  in  a  very  much  smaller  space  than  is 
usually  employed,  they  will  comprehend  that  not  only  can  they  save 
space,  but  at  the  same  time  save  money  and  present  their  statements 
more  effectively,  while  not  in  the  least  detracting  from  the  drawing 
power  of  the  advertisement.  In  reality  a  small  advertisement,  w^ell  set 
and  well  written,  is  much  more  effective  than  the  large  one,  even  when 
the  latter  is  well  displayed. 

One  of  the  chief  arguments  against  advertising  is  that  it  advertises 
the  man,  and  necessitates  special  claims  being  made  as  to  the  superior 
skill  possessed  by  one  individual  over  that  of  his  fellows,  while  adver- 
tising in  business  makes  claims  for  the  superiority  of  merchandise.    The 


472  THE   PRACTICE   BUILDER 

large  advertisements,  to  which  reference  has  been  made,  certainly  make 
the  large  dental  advertisers  appear  much  like  the  great  mercantile 
houses  that  use  whole  pages  for  their  announcements.  The  low  prices 
at  which  large  advertisers  offer  to  do  work  are  not  consistent  with  pat- 
ronage, because  work  that  is  permanent  and  satisfactory  cannot  be  done 
at  such  prices.  The  patient  will  be  a  patron  of  the  office  but  once.  The 
extremely  low  prices  sometimes  quoted  cannot  appeal  to  any  but  the 
very  poorest,  and  even  these  are  likely  to  be  suspicious. 

Sometimes  when  it  is  advertised  that  a  set  of  teeth  will  be  made  for 
three  dollars,  the  advertiser  has  no  intention  whatever  of  making  the 
plate  for  such  a  price ;  but  when  the  patient  asks  to  see  them  he  is  shown 
a  plate  made  up  with  several  different  shades  of  cheap  teeth,  mounted  on 
cheap  rubber,  and  which  is  never  selected  by  the  inquiring  patient;  be- 
cause the  dentist  at  once  shows  another  plate  higher  in  price  and  better 
made,  and  another  still  higher  in  price,  that  is  of  still  better  quality,  and 
this  is  usually  selected. 

If  all  the  poetical  advertising,  all  the  funny  advertising,  and  all  the 
inferior  picture  advertising  were  abandoned,  the  appearance  of  the 
papers  would  be  very  greatly  improved.  In  the  smaller  cities,  if  the 
inferior  circular  advertising  and  the  objectionable  signs  were  removed, 
it  would  be  of  benefit  to  the  dentists.  Advertising  can  never  be  wholly 
eradicated  from  the  pages  of  the  daily  press,  but  it  can  be  so  improved 
that  its  appearance  will  not  cause  the  same  distrust  and  dissatisfaction 
that  it  now  awakens.  If  it  cannot  be  eradicated,  it  can  be  improved. 
That  is  all  that  can  ever  be  done.    That  is  a  great  deal. 


Printing 


"  If  'twere  done,  Hwere  well  ^twere  well  done  " 

Printing  is  a  necessary  aid  to  the  dentist  in  securing  professional 
publicity.  Few  dentists  seem  to  realize  this  fact.  Those  that  do,  and 
who  employ  it  with  judgment,  are  usually  well  repaid  for  whatever  out- 
lay of  cash  and  time  they  may  make.  Dentistry  as  a  profession  owes 
much  to  printing  for  its  progress,  as  indeed  does  every  other  science 
and  art. 

It  is  surprising  to  note  what  little  attention  is  given  by  dentists  to- 
their  printed  matter,  to  professional  cards,  bill  heads,  letter  heads,  and  to 
everything  that  bears  the  name  of  the  practitioner.  Every  card,  every 
piece  of  printed  matter  about  a  dental  office  is,  or  can  be  made  a  means 
of  extending  the  publicity  of  the  establishment,  no  matter  whether  the 
office  is  that  of  an  exclusive  high-class  practitioner  in  a  metropolitan 
city  or  that  of  a  modest  dentist  in  a  country  town.  It  ought  to  represent 
the  dentist,  to  represent  him — rather  than  misrepresent  him. 

The  economy  practised  by  most  dentists  in  this  matter  of  printing 
borders  on  the  ridiculous.  Letter  heads  set  up  with  type  that  fell  ofif  the 
Ark,  and  paper  that  is  as  cheap  as  pencil-tablet  paper,  are  not  uncom- 
mon. Bill  heads  with  diagrams  of  what  are  supposed  to  represent 
teeth,  and  without  the  name  of  the  dentist  printed  in  the  bill  at  all, 
savors  of  a  cheapness  that  is  unworthy  of  a  practitioner  of  a  liberal  pro- 
fession. 

There  is  no  excuse  for  this,  for  although  good  printers  with  modern 
type  may  not  be  found  in  some  small  towns,  there  are  many  good  ones 
in  the  large  cities  and  it  will  pay  to  patronize  them. 

The  expenditures  of  most  men  make  a  queer  and  startling  combina- 
tion of  extravagance  and  economy.    When  it  comes  to  printed  matter,, 

473 


474  THE  PRACTICE   BUILDER 

it  seems  that  many  lose  sight  of  the  fact  that  quahty  has  any  value. 
They  look  at  the  two  or  three  dollars  they  may  be  able  to  save,  and  for- 
get that  it  is  saved  at  the  expense  of  effectiveness.  Did  you  ever  stop 
to  think  how  much  ordinary  printed  matter  there  is  in  the  world?  Did 
you  ever  notice  that  the  greater  share  of  all  the  printed  matter  you  see 
is  of  inferior  quality?  Did  you  ever  stop  to  think  how  very  little  was  the 
difference  in  price  between  ordinary  printed  matter  and  unusual,  at- 
tractive, stylish  work. 

There  is  such  a  thing  as  being  harmonious  in  business.  That  is 
to  say,  the  printed  matter  should  indicate  the  quality  of  the  person 
who  uses  it,  just  as  the  interior  of  his  office  is  tastefully  furnished  and 
he  himself  is  neatly,  cleanly,  and  appropriately  attired.  The  letter 
head  on  his  desk,  the  office  coat  which  he  wears,  the  pictures  on  the 
walls,  the  books  and  magazines  on  his  centre-table,  indicate  what  man- 
ner of  man  he  is.  There  is  an  effectiveness  to  it  all.  It  conveys  to  the 
patrons  of  the  office  a  mental  impression,  and,  just  as  that  which  makes 
the  impression  is  effective,  so  is  the  impression  a  favorable  one. 

Everyone  likes  to  receive  a  nice  piece  of  printed  matter,  an  elegant 
letter  head,  a  handsome  bill  head,  etc.,  and  we  expect  to  receive  printing 
of  quality  from  an  establishment  that  is  supposed  to  be  first  class.  You 
do  not,  of  course,  expect  to  receive  a  finely  executed  bill  head  from 
a  dealer  in  fish,  but  when  you  receive  a  bill  from  a  jeweler  you  expect 
to  see  a  neat  and  attractive  one.  There  is  such  a  thing  as  having  a 
regard  for  the  fitness  of  things. 

Ofifice  stationery  should  be  just  as  good  as  it  is  possible  to  make  it. 
This  does  not  mean  that  it  ought  to  be  showy  or  flashy,  but  it  ought 
to  be  high  grade.  It  ought  to  show  by  its  elegance  tliat  the  person 
it  represents  has  respect  for  his  practice,  and  believes  that  nothing 
is  too  good  for  it.  Business  firms  are  frequently  judged  by  their 
stationery.  When  a  person  receives  a  letter  written  in  a  scrawly  hand, 
on  a  cheap  letter  head,  poorly  printed,  the  recipient  cannot  help  feeling 
tliat  the  sender  is  behind  the  times.  It  does  not  produce  an  impression 
of  confidence  in  anything  else  that  firm  may  send  out.  A  handsomely 
printed  or  engraved  letter  head,  on  the  contrary,  prejudices  the  re- 
ceiver in  favor  of  the  sender  even  before  the  letter  is  read. 

If  anyone  will  look  up  his  stationery  bills  for  a  year,  he  will  find 


THE    PRACTICE   BUILDER  47^ 

that  they  amount  to  very  little.     The  very  best  lithographed  letter 
heads  do  not  cost  nearly  so  much  as  many  suppose. 

Printed  matter  is  a  factor  in  producing  a  favorable  impression,  and, 
as  favorable  impressions  are  what  influence  persons  to  patronize  a 
particular  place,  it  should  readily  be  seen  that  the  more  of  these  im- 
pression-making factors  one  can  have,  the  better  it  is  for  him.  There- 
lore,  printed  matter  should  be  given  careful  attention. 

Printed  matter  should  have  individuality;  it  should  be  attractive, 
distinctive.  The  trouble  is  generally  not  so  much  with  the  man  who 
orders  the  printing  as  with  the  printer.  Most  persons  would  be  willing 
to  pay  a  little  bit  more  for  their  printing  if  they  could  see  that  they  were 
getting  more  for  their  money.  As  a  rule,  printers  are  mechanics.  They 
have  no  ideas  of  art  or  advertising.  They  are  generally  not  even  good 
business  men. 

The  very  best  quality  of  paper  should  be  used  for  office  stationery. 
The  cost  of  each  envelope  or  each  letter  head  is  very  small,  and  each 
one  stands  for  itself.  The  sender  is  judged  by  the  recipient  of  the  single 
letter  head,  or  envelope,  or  bill  head,  as  the  case  may  be. 

Commercial  printing,  like  advertising,  must  be  removed,  as  far  as 
possible,  from  the  conventional  style  of  others,  yet  it  must  never  be 
over-original,  crossing  the  line  of  crankism.  There  is  no  sense  in  carry- 
ing originality  to  the  point  of  indistinctness,  of  using  types  which,  al- 
though perhaps  aesthetic  and  artistic,  are  more  appropriate  for  borders, 
or  for  fancy  corner-pieces,  than  to  tell  the  story  of  anything.  Printed 
matter  must  be  plain  and  distinct  anyway,  then  as  artistic  as  it  can  be. 

The  average  printer  has  not  yet  learned  that  the  fewer  typographic 
styles  he  uses,  the  more  artistic,  the  plainer,  and  the  more  original  his 
work  will  be.  The  expert  printer  is  the  one  who  can,  with  one  series 
of  type,  produce  any  class  of  printed  matter  beyond  criticism.  The 
fewer  type  styles  the  better,  in  any  one  job;  the  more  sizes  of  the  same 
kind  of  type,  in  the  same  job,  generally,  the  better. 

In  the  printing  of  letter  heads  for  professional  men  the  greatest  de- 
sideratum is  a  modest  appearance.  A  quiet  tone  is  the  proper  thing. 
There  is  no  need  for  anything  but  the  name  of  the  person  and  his  busi- 
ness, together  with  the  name  of  the  town  in  which  he  lives.  No  mention 
should  be  made  of  any  special  operations  which  the  dentist  performs, 


476 


THE    PRACTICE   BUILDER 


especially  if  he  conducts  a  high-class  practice.  Cuts  of  crowns,  bridges, 
or  plates  are  not  permissible. 

Tarticular  attention  should  be  paid  to  letter  heads  and  note  heads, 
for  the  dentist  should  especially  attempt  to  make  a  good  appearance 
by  correspondence. 

A  letter  head  is  simply  a  business  card  for  correspondence  pur- 
poses, and  should  contain  substantially  the  same  matter.  The  date-line 
is  not  essential,  and  frequently  injures  the  general  neatness.  Where 
good  paper  is  used,  and  the  pressman  understands  his  business,  a  blue- 
black  or  a  bronze-black  ink  will  make  any  printed  matter  look  softer 
and  finer  than  the  finest  jet  black.  A  little  blue  added  to  black  ink,  to 
make  it  blue-black,  gives  it  a  sort  of  engraved  appearance  which  the 
black  cannot  produce. 

The  eflfectiveness  of  the  printed  matter  largely  depends  upon  the 
quality  of  the  paper  used.  Good  paper,  with  good  type  and  good  ink, 
will  produce  an  effect  at  once  appreciated  by  anyone.  It  is  often  ad- 
visable to  use  some  distinct  tint  or  color  for  the  paper.  A  robin's-egg 
blue,  a  deep  cream,  a  terra  cotta,  a  light  green,  a  straw  color,  or  any 
other  delicate  tint  of  a  standard  color,  frequently  is  more  effective  than 
white,  although  the  dentist  can  make  no  mistake  in  never  using  any- 
thing but  white  paper.     The  paper  should  always  be  unruled. 

The  usual  form  of  correspondence  papers  are  the  letter  head,  the 
half-letter  head,  and  the  note  head.  The  half-letter  head  is  especially 
useful  for  writing  out  orders  for  goods  to  the  dental  dealers,  and  can 
readily  be  put  in  the  copy-book  and  the  order  copied  for  future  refer- 
ence. The  letter  heads  are  intended  for  general  correspondence,  and 
the  note  heads  for  short  notes  to  patients.  Folded  note  heads — that  is, 
the  double  sheet  kind — may  be  used  by  dentists,  because  much  of  their 
correspondence  is  with  ladies. 

On  a  letter  head,  note  head,  or  half-letter  head  the  card  may  be 
either  in  the  left-hand  corner  or  in  the  centre  of  the  head  of  the  sheet, 
but  we  believe  the  most  artistic  appearance  is  gained  by  having  it  in 
the  centre.  We  present  a  few  samples  of  headings  for  correspondence 
paper.  They  will  be  seen  to  be  in  the  simplest  simplicity,  and  quiet  in 
tone: 


THE   PRACTICE   BUILDER 


A.  B.  BLANK,  D.D.S. 

SMITHTON       . 
OHIO 


Form  for  Note  Head 


477 


DENTAL  OFFICE 

OF 

Dr.  a.  B.  blank 

SMUHJON,  OHIO 


Form  for  Note  Head 


£)r,  db.  cB.  cBlank,  ^entUto 
Smttkton,  Oliio 


Fomi  for  Note  Head 


478  THE    PRACTICE   BUILDER 


Dr.  a.  B.  blank 

DENTIST 

Smithton,  Ohio 

Form  for  Note  Head 

A. 

B. 

BLANK,  D.D.S. 

80 

E.  58th  Street 
New  York 

Form  for  Note  Head 

The  very  finest  stationery  is  that  used  by  the  EngHsh  dentists.  This 
is  in  nearly  all  cases  the  finest  grade  of  embossed  work,  raised  letters. 
Some  of  these  (they  are  nearly  always  note-heads)  have  the  embossing 
plain — that  is,  without  any  ink  being  used  on  the  letters — but  the  ap- 
pearance is  always  finer  where  the  rich  black  ink  is  used.  The  paper 
is  always  of  the  finest  quality.  These  gentlemen  have  nothing  on  their 
note-heads  (they  use  the  double-sheet  note  paper)  but  the  name,  pro- 
fession, and  address,  although  sometimes  the  telephone  number  or 
cable  address  is  given.  Sometimes  merely  the  street  and  number  and 
telephone  number  are  given,  without  the  name  of  the  dentist.  Some 
examples  of  note-headings  of  this  class  are  here  given: 


THE   PRACTICE   BUILDER 


479 


524  Connecticut  Avenue 

WasNngtorv,  D.  C. 


Form  for  Note  Head 


Telephone, 

S42 

SIT    Kifthi    Avenue 

NEA^r    YORK 

Form  for  Note  Head 

Form  for  Note  Head 


48o 


THE   PRACTICE   BUILDER 


A.  B.  BLANK,  D.D.S. 

J  672  Chestnut  Street 


Demonstrator  Operative  Dentistry 
Philadelphia  Dental  College 


Form  for  Note  Head 


Any  of  the  samples  which  we  have  here  shown  may  be  printed  in 
plain  type,  but  we  strongly  advise  the  use  of  embossed  lettering.  It  is 
thoroughly  up-to-date,  and  adds  a  richness  and  tone  to  stationery  that 
nothing  else  can  equal.  Copper-plate  work  is  very  beautiful  for  letter 
and  note  heads,  and  we  favor  it  next  to  the  embossed  work.  Litho- 
graphed headings  are  somewhat  more  expensive  than  the  other  meth- 
ods we  have  shown,  and  lithographed  work  is  not  so  popular  now  as  it 
formerly  was.  A  new  process,,  called  "  Lithogravure,"  is  now  operated 
by  all  the  leading  engraving  establishments,  which  is  almost  impos- 
sible to  distinguish  from  lithograph  work.  All  the  efifects  of  lithog- 
raphy are  imitated,  such  as  script,  ornamentations,  effects  of  light  and 
shade,  etc.,  and  it  is  at  the  same  time  much  cheaper. 

Some  dentists  prefer  a  design  of  an  ornamental  nature,  and  when 
this  is  properly  executed  it  is  all  right:  but  few  of  the  engraving  estab- 
lishments can  make  a  really  attractive  design,  suitable  for  a  professional 
man's  stationery.  It  is  considered  in  better  taste  to  have  the  stationery 
in  the  plainest  and  richest  style  possible,  and  those  who  formerly  used 
rich  designs  on  their  letter-heads  are  coming  more  and  more  to  use 
the  modest  cards  after  the  styles  displayed  in  these  pages. 

Any  of  the  samples  which  we  have  shown  are  equally  applicable  to 
letter-heads,  half  letter-heads,  and  note-heads.  The  same  general  rules 
apply  to  the  printing  of  envelopes  as  to  letter-heads.  They  should  not 
be  used  for  advertising  purposes.     Some  dentists  make  a  practice  of 


WHE   PRACTICE   BUILDER  481 

advertising  all  over  their  envelopes,  as,  for  instance,  "  Dr.  Smith's 
Painless  Dental  Parlors,"  "  Teeth  filled  without  Pain,"  "  Extracting 
Absolutely  without  Pain,"  "  Teeth  without  Plates,"  and  a  variety  of 
other  forms  familiar  to  all. 


A.  B.  BLANK,  D.D.S. 
SMITHTON,  OHIO 


Envelope  Card 


Dr.  A»  B.  Blank 
j627  chestnut  street 

NEW  YORK 


Envelope  Card 


482  THE   PRACTICE   BUILDER 


2425  Pmirie  T^vcnuc 
Chicago,  III. 


Envelope  Card 


Never  use  the  word  "  dentist  "  after  the  abbreviation  D.D.S.  Many 
make  this  mistake  on  their  printed  matter,  as,  A.  B.  Blank,  D.D.S. , 
Dentist. 

When  printed  matter  is  so  cheap,  no  dentist  should  go  without  it 
on  the  score  of  economy.  Attractive  printing  gives  the  impression  of 
being  in  business  permanently,  and  shows  the  man  who  uses  it  to  be 
a  business  man,  and  one  who  appreciates  business  methods. 

Hundreds  of  demists  do  all  their  correspondence  on  tablet  paper 
of  the  cheapest  kind,  and  some  use  a  small  rubber  hand  stamp  to  print 
their  names  on  note-heads  and  envelope  corners.  This  is  carrying 
economy  too  far,  and  gives  an  impression  of  cheapness  that  the  plair. 
paper  alone  does  not  convey.  Some  have  small  labels  bearing  their 
business  card,  and  this  they  attach  to  envelopes  and  note-heads.  This 
is  but  little  better  than  the  rubber  stamp  idea. 

Advertising  on  envelopes  is  positively  vulgar,  and  will  never  be 
indulged  in  by  persons  of  taste.  Nowadays  the  utmost  simplicity  is 
art.  Plainness  is  appreciated  everywhere;  not  abrupt,  jagged  plainness, 
but  clean-cut,  well  put  together  simplicity,  wdiich  is  welcomed  by  the 
intelligent  because  they  are  always  simple,  and  by  the  ignorant  because 
their  understanding  can  grasp  it. 


THE   PRACTICE   BUILDER 


483 


A  very  pretty  idea  for  envelopes  is  to  print  on  the  flap,  a  little  above 
the  gum,  where  the  paper  is  perfectly  smooth,  a  small  design,  to  appear 
something  like  a  seal.  This  gives  the  postal  authorities  all  the  infor- 
mation necessary  for  the  return  of  the  envelope  in  case  of  miscarriage 
or  if  uncalled  for,  is  much  more  artistic,  and  allows  the  entire  face  of 
the  envelope  for  the  address  and  the  stamp.  Some  little  design  should 
be  made,  about  the  size  of  a  quarter  of  a  dollar,  and  printed  in  some 
ink  like  terra  cotta,  or  blue-black,  or  even  brilliant  red. 

The  following  styles  of  type  are  always  in  good  taste  when  used 
for  letter  head,  half  letter  head,  note  head,  and  envelope  cards:  Elzevir, 
Elzevir  Italic,  Jenson  Old  Style,  Florentine  Old  Style. 

The  dentist  should  always  have  plenty  of  his  professional  cards 
printed,  so  that  they  may  be  placed  in  a  small  card  tray  on  the  centre- 
table  and  given  to  patients  who  make  inquiries  or  mention  that  they 
intend  to  send  a  friend  to  the  dentist  to  have  some  work  done. 

These  cards  should  be  engraved,  but,  when  well  printed  from  appro- 
priate type,  are  very  good.  The  very  best  white  Bristol  board  should 
be  used  for  these  as  well  as  for  all  other  cards. 


DENTIST 


Hobart  Building 


224  State  Street,  CtAlcago 


Form  for  professional  card.    Should  be  engraved 

Where  a  clear  white  Bristol  card  board  is  used  and  high-class  en- 
graving or  printing  with  rich  black  or  blue  black  ink  is  used  a  very  rich 
appearance  is  imparted  to  the  work.  Persons  who  conduct  a  high-class 
business  are  never  so  inconsistent  as  to  have  themselves  misrepresented 
by  a  cheap  and  undesirable  quality  of  printed  matter. 


484 


THE   PRACTICE    BUILDER 


^.3.3Z^,3.3.^ 


SMITHTON,  O. 


Professional  Card.    M.iy  be  enyravetl  or  printed 


Engravinj:^  imparts  an  elegance  and  tone  to  all  forms  of  printing, 
and  the  difference  between  the  cost  of  printing  and  copper-plate  en- 
graving is  so  slight  that  anyone  who  can  afford  the  printing  can  afford 
the  engraving.  There  should  be  no  more  on  a  professional  card  than 
is  absolutely  necessary.  Sometimes,  when  there  are  several  dentists 
in  the  same  building,  it  is  proper  to  have  the  number  of  the  office  and 
information  of  the  nature  that  will  direct  to  the  proper  place. 


3.. 

C^^iPty^f^-t- 

C^cP.    C-^O-^^-*^'^ 

Dentist 

244  HIGH  Str 

EET 

10  AND  11  HOWE  Block 

Between  Arch  and  Adams 

Professional  Card 


In  the  printing  of  the  appointment  cards  much  judgment  should 
be  exercised.    There  are  more  of  these  used  than  any  other  form  of 


THE   PRACTICE   BUILDER 


485 


printed  matter  that  the  dentist  gives  out,  and  all  the  special  information 
that  must  be  conveyed  and  which  cannot  readily  be  conveyed  in  any 
other  way,  should  be  included  in  the  matter  on  the  appointment  cards, 
and  yet  they  should  not  be  in  the  least  overcrowded.  Appointment 
cards  should  be  used  with  all  patients.  The  letter  "  M  "  should  not 
be  used  on  the  line  on  which  the  patient's  name  is  written.  There  are 
a  great  variety  of  appointment  cards  used,  but  we  much  prefer  those 
shown  herein  to  any  that  have  come  under  our  notice,  because  they 
are  plain  and  tell  all  that  it  is  necessary  to  tell. 


HAS  AN  APPOINTMENT  WITH 


Dr.  K  B.  BL7\NK,  DeiAtlSt 


o'clock 


HOWE  BLOCK 


SMITHTON 


Form  for  Appointment  Card 


Note.— Fees  are  not  based  upon  time  and  materials  alone,  but 
upon  the  professional  services  rendered,  which  are  estimated  ac- 
cording to  their  nature,  the  difficulty,  the  skill,  experience  and 
time  demanded. 

Please  bear  in  mind  that  appointments  not  kept  means  loss  of 
valuable  time  to  the  dentist ;  for  which  charges  may  be  made 
unless  reasonable  notice  is  given.  At  least  twenty-four  hours' 
notice  should  be  given,  so  that  the  time  may  be  allotted  to  others. 


Back  of  Same  Card 


486 


THE   PRACTICE   BUILDER 


APPOINTMENT  WITH 


Dr.  a.  B.  blank,  Dentist 


at- 


o'clock 


Time  lost  through  unfulfilled  appointments  will  be  charged  for 
unless  pre\iously  excused. 

An  appointment  may  be  cancelled  or  changed  without  loss,  by 
giving  twenty-four  hours'  notice  in  advance. 


Form  for  Apiwinttnent  Card 


When  requested,  an  approximate  estimate  of  the  cost  of  pro- 
posed operation  will  be  furnished. 


OFFICE   HOURS 

For  appointed  work,  9  A.M.  to  4  P.M. 
For  consultation,  examinations,  etc.,  without 
appointment,  8.30  to  9  A.M.  and  4  to  6  P.M. 


Back  of  Same  Card 


So  important  do  we  consider  this  matter  of  properly  printing  the 
dentists'  stationery  to  be  that  to  those  who  reside  in  the  smaller  cities  or 
where  the  latest  and  most  artistic  type  faces  are  not  procurable,  or  where 
skilful  printers  are  not  to  be  had,  to  send  to  some  large  city  near  by  to 
have  their  printing  done  or  to  have  the  type  set  up  by  experts  and 
electros  made  from  which  printing  could  be  done  as  requirements  made 
themselves  felt. 

High-class  printing  makes  a  mental  impression  upon  the  recipient  of 
it,  and  these  impressions  are  likely  to  be  profitable  to  the  user  of  high- 
class  printed  matter. 


THE   PRACTICE   BUILDER 


487 


Another  form  of  card  is  here  shown.    It  is  intended  for  such  cases 
as  demand  either  one  appointment  or  a  series  of  appointments. 


APPOINTMENT 

WITH 

ARTHUR  B.  BLANK,   D.D.S. 

10  and  11  Howe  Building 


For. 


.189 


At. 


.o'clock. 


"g  Due  notice  is  requested  of  inability  to  keep  this  appoint- 

^   ment,  without  which  a  fee  will  be  charged. 


Form  for  Appointment  Card 


Monday 

Tuesday 

Wednesday  

Thursday 

Friday 

Saturday   

Monday 

Tuesday 

Wednesday 

Thursday 

Friday 

Saturday  

Monday 

Tuesday 

Wednesday 

Thursday  

Friday 

Saturday   

Back  of  Same  Card 


at o'clock 

at o'clock 

at o'clock 

at o'clock 

at o'clock 

at  - o'clock 

at o'clock 

at o'clock 

at o'clock 

at o'clock 

at o'clock 

at o'clock 

at o'clock 

at o'clock 

at o'clock 

at o'clock 

.at o'clock 

at o'clock 


488 


THE   PRACTICE   BUILDER 


\Vc  show  licrcwitli  a  form  which  combines  a  professional  card  with 
an  appointment  card: 


Dr.  A.  B.  BLANK 


DENTIST 


5  and  9  Wall  BlocK 


Sii^ithton,  O. 


BATES    AND   ELM    STREETS 


Combined  Appointment  and  Professional  Card 


Has  an  appointment  with  Dr.  A.  B.  Blank 

. Thursday 

Tuesday Friday  


Monday. 


Wednesday- 


Saturday  . 


Payment  is  expected  for  all  professional  services  as  soon  as 
completed. 

Patients  are  expected  to  keep  their  appointments  punctually 
or  to  give  twenty-four  hours'  notice,  as  the  hour  specified  will  be 
reserved  for  them,  and  necessarily  a  charge  must  be  made  for  time 
lost. 


Back  of  Combined  Appointment  and  Professional  Card 


HAS   AN   APPOINTMENT   WITH 


DR.  A.  B.  BLANK,  DENTIST 


o'clock 


In  this  office  the  cash  system  has  been  adopted.  Payment  is 
expected  at  the  close  of  each  sitting.  Bad  debts  are  in  this  way 
avoided,  which  the  paying  class  do  not  liave  to  make  good. 


Api)ointment  Card 


THE   PRACTICE   BUILDER 


489 


As  the  time  indicated  on  the  card  will  be  reserved  for  you, 
please  give  notice  of  inability  to  fill  it.  Otherwise  a  charge  will  be 
made  for  the  time  lost. 

Persons  living  at  a  distance  will  please  notify  by  mail  before 
calling  to  have  work  done.  By  this  means  time  can  be  reserved 
for  the  work  in  advance,  and  delay  and  waiting  are  avoided. 


Back  of  Same 


An  appointment  card  for  an  advertising  practice  is  here  shown: 


of 

at 

inabil 

ity 

APPOINTMENT 

ON 

-o'clock 
to  keep 

As 
the  ei 

this  time  is  reserved 
gagement. 

please 

give  notice 
(over.) 

Appointment  Card 


SPECIAL    NOTICE 

In  this  office  the  cash  system  has  been  adopted.    All  are  treated 

alike  and  requested  to  pay  for  each  sitting  at  the  time  the  work  is 

done. 

Drs.  Howe  &  White, 

Imperial  Building,  Chicago 


Back  of  Same 


490 


THE    PRACTICE    BUILDER 


2) 


a: 


C/5  -  s 

a:  «=  = 

y  ^  5 

O  c  = 


■^2 


THE   PRACTICE   BUILDER 
Another  form  of  bill  head  is  herewith  submitted: 


491 


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«9 

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Q 

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492 


THE    PRACTICE    BUILDER 


Another  very  important  piece  of  stationery  is  the  bill  head.  It 
should  be  tasty  and  modest.  It  may  be  white  or  the  same  color  as  the 
letter  heads,  if  the  latter  are  printed  on  tinted  paper.  The  bill  head 
should  be  printed  on  unruled  paper,  and  the  same  observations  that 
were  made  w'ith  reference  to  the  high  quality  of  paper  to  be  used  apply 
with  equal  force  to  these.    One  form  is  shown  on  page  490. 

While  on  this  subject  of  bill  heads,  we  wish  to  call  special  attention 
to  the  note  and  bill  combined,  which  is  shown  in  the  chapter  on  "  The 
Use  and  Abuse  of  Credit."  This  is  a  very  useful  business  form,  and 
is  sometimes  the  means  of  saving  ten  times  the  cost  of  the  printing  in 
a  single  case.  One  of  its  great  merits  is  that  it  hastens  the  payment 
of  accounts  that  might  otherwise  hang  for  many  months. 

There  should  be  a  notice  in  some  prominent  place  in  the  office  upon 
which  the  office  hours  are  indicated,  and  an  intimation  given  that  inter- 
ruptions during  these  hours  are  not  agreeable.  A  notice  of  this  kind 
is  a  courteous  reminder  to  the  patrons  that  the  regular  office  hours  are 
for  appointment  work  only. 

After  the  first  visit  the  patient  will  take  this  point  into  considera- 
tion, and  will  be  careful  not  to  intrude  upon  the  time  given  to  others. 
The  card  should  be  about  ten  inches  by  six  inches  in  size,  and  should 
be  suspended  in  front  of  the  operating  chair. 

The  card  should  have  eyelets  in  it  in  which  a  ribbon  or  cord  may 
be  tied  to  hold  it  in  position.  The  following  is  a  good  form  of  notice 
to  use: 


The  regular  hours  for  appointment  work  are  from  9  a»m» 
to  4  p.m.,  during  which  no  interruptions  should  occur.  Ap- 
plications for  appointments,  examinations,  and  consultation 
should  be  made  from  8.30  to  9  a.m.,  and  from  4  to  530  p.m. 


A  form  of  announcement  is  shown  herew-ith.  It  may  be  remodelled 
to  suit  the  requirements  of  the  user.  It  should  be  engraved,  and  printed 
on  a  double  sheet: 


THE   PRACTICE    BUILDER  493 


A.  B.  BLANK,  D.D.S. 

11  and  12  BATES  BLOCK 
Wabash  Avenue  and   Monroe  Street 


ANNOUNCES  TO  HIS  PATIENTS  AND  FRIENDS 
THAT  HE  HAS  RETURNED  FROM  EUROPE;  AND  THAT 
HE  HAS  RESUMED  THE  ACTIVE  PRACTICE  OF  HIS 
PROFESSION 


APPLICATIONS  FOR  APPOINTMENTS  MAY  BE  MADE 
BY  MAIL  TIME  WILL  BE  RESERVED  IN  THE  ORDER  OF 
THEIR    RECEIPT 


CHICAGO 
SEPTEMBER    1,    1898 


Announcement  fonn.    Should  be  on  double  sheet 


494 


THE   PRACTICE   BUILDER 


Besides  a  knowledge  of  printing,  it  is  proper  for  the  dentist  to  un- 
derstand some  of  tlie  processes  employed  in  the  art  as  his  needs  are 
concerned.  First  comes  engraving.  Engraving  is  divided  into  three 
classes — wood-engraving  and  photo-engraving,  steel  and  copper-en- 
graving, and  lithography. 

■■  Wood-engraving  is  the  original  method  of  reproducing  drawings 
or  pictures  to  be  printed,  with  or  without  accompanying  type,  on  the 
ordinary  printing  press,  with  printer's  ink. 

"  To  obtain  a  wood-engraving,  or  a  wood-cut,  as  the  printers  style 
it,  it  is  necessary  to  have  a  drawing  or  photograph,  the  latter  is  prefer- 
able, of  the  subject  to  be  engraved.  If  the  drawing  is  for  photo-engrav- 
ing, it  must  be  drawn  on  white  paper,  in  jet-black  or  India  ink.  Half- 
tone and  some  other  process  work,  including  portraits,  can  be  executed 
directly  from  photographs;  drawings,  or  photographs,  for  wood-en- 
graving, are  generally  transferred  directly  by  photography  upon  box- 
wood, but  if  the  design  be  simple,  it  is  drawn  directly  on  the  boxwood. 
The  drawing  can  be  larger  than  the  cut,  or  it  can  be  photographed  up 
or  down  to  any  convenient  size,  provided  the  artist  has  arranged  for 
it  in  his  method  of  handling  the  subject.  W^ood-engraving  is  much 
preferred  for  cuts  for  illustration  in  dental  journals.  Half-tones  are 
not  so  easily  handled,  and,  because  of  the  diflficulty  of  printing  them  and 
of  securing  really  good  half-tones  of  dental  subjects,  they  are  not  in 
favor.  Photo-engravings  are  very  popular  and  are  extensively  used  by 
several  of  the  dental  journals. 

'■  Photo-engraving  is  executed  by  many  processes,  similar,  yet  dif- 
ferent, in  the  method  of  handling.  The  article  to  be  engraved  must  be 
photographed,  and  the  photograph  printed  upon  zinc,  copper,  or  gela- 
tine, the  latter  being  now  little  used.  The  copper  or  zinc,  between  the 
photographed  lines,  is  then  removed  by  the  use  of  acids,  and  the  plate 
then  forms  a  matrix  from  which  electrotypes  may  be  taken,  or  the 
original  plate  may  be  used.  Zinc  and  copper  are  almost  universally 
used,  the  zinc  process  allowing  the  great  daily  papers  to  make,  fre- 
quently in  not  exceeding  an  hour,  an  illustration  in  outlines  of  almost 
any  subject. 

"  Half-tone  cuts  are  made  from  wash  drawings — that  is,  drawings 
made  with  a  brush,  where  the  lines  do  not  show,  or  directly  from  photo- 


THE   PRACTICE   BUILDER  495 

graphs.  This  process  produces  the  most  dehcate  and  softest  of  reaHstic 
effects. 

"  Steel  and  copper  engraving  differs  from  other  methods  of  business 
printing  in  the  pecuHarity  of  its  process  and  the  expense  attending  its 
production.  A  steel  or  copper-plate  consists  of  a  piece  of  steel,  or 
copper,  not  over  one  quarter  of  an  inch  thick,  smooth,  and  polished 
upon  one  side.  The  engraver,  with  a  sharp  instrument,  cuts  the  letter- 
ing or  design  into  the  plate.  In  printing,  the  entire  plate  is  inked,  the 
ink  being  forced  into  the  engraved  crevices.  The  plate  is  then  washed 
with  benzine,  polished  with  whiting,  the  paper  or  card  to  be  printed  is 
placed  over  its  plate,  and  a  press  of  great  power,  generally  a  hand  press, 
forces  the  card  and  plate  together,  sufficient  power  being  used  to  drive 
the  ink  in  the  crevices  on  to  the  card  or  paper  to  be  printed.  The 
process  is  slow,  generally  requiring  two  men.  The  plate  has  to  be 
inked,  washed,  and  polished  for  each  impression,  and  no  method  has 
been  devised  for  rapid  work,  the  most  expert  workman  being  hardly 
able  to  print  more  than  three  or  four  hundred  impressions  in  an  hour. 

Copper-plates  cost  to  engrave,  for  script  type,  from  seventy-five 
cents  to  a  dollar  a  line,  for  long  lines,  and  from  thirty-five  to  fifty  cents 
for  short  lines,  fancy  lines  costing  two  or  three,  and  sometimes  as  much 
as  twenty-five  dollars. 

"  For  visiting  and  professional  cards,  high-grade  announcements, 
bill  heads,  and  other  engraved  work,  where  only  a  moderate  number 
will  be  required,  and  for  all  transient  work,  the  copper-plate,  consid- 
ering its  cost,  is  to  be  recommended ;  but  for  work  to  run  into  the  thou- 
sands, a  steel-plate  is  much  cheaper  in  the  end. 

"  Steel-engraving  costs  more  than  copper.  A  steel-plate  will  gener- 
ally produce  fifty  thousand  impressions.  A  copper-plate  will  seldom 
allow  more  than  five  thousand,  the  minimum  limit  being  as  low  as  two 
thousand.  A  fresh  copper  and  steel  plate  will  produce  about  the  same 
quality  of  work,  but  the  copper  plate  does  not  retain  its  sharpness  after 
the  first  few  hundred  impressions,  while  the  steel  plate  holds  its  own 
into  the  thousands. 

"  There  is  nothing  richer,  handsomer,  and  more  truly  in  good  taste, 
than  steel  and  copper  engraving.  No  method  of  engraving  has  ever 
been  known  to  approach  it,  as  sharp  lines  cannot  be  produced  in  any 


496 


THE  PRACTICE   BUILDER 


other  way,  and  there  is  a  certain  distinctness,  as  well  as  artistic  strength, 
about  steel  and  copper  engraving,  liable  to  mark  the  true  business  taste 
of  the  man  who  uses  them. 

"  The  professional  card  should  always  be  engraved. 

"  Considered  commercially,  engraved  work  is  simply  a  step  higher, 
artistically,  than  the  highest  grade  of  letter-press  work  and  is  to  be 
recommended  in  every  case  where  one  can  afford  to  go  to  the  expense, 
and  where  the  work  is  to  be  received  into  the  hands  of  ladies,  or  people 
of  the  upper  crust  of  society. 

"  An  announcement  can  be  beautifully  printed  upon  fine  paper,  with 
new  type,  and  perhaps  will  answer  the  purpose;  but  it  cannot  compete 
with  the  engraved  announcement,  which  shows  its  richness  upon  its 
face,  and  is  sure  to  gain  more  respect  from  the  recipient  than  the  most 
artistically  arranged  letter-press  creation. 

"  The  idea  of  restricting  the  letter  head  to  the  smallest  amount  of 
printed  matter,  having  it  in  the  corner,  where  it  is  conspicuous  on  ac- 
count of  its  minuteness,  shows  the  true  artistic  and  business  sense  of  the 
professional  man,  and  gives  a  strong  identical  character  to  his  station- 
ery. Steel  and  copper  plates,  by  being  deeply  cut,  will  produce  em- 
bossed work,  of  all  the  sharpness  of  the  ordinary  engraving,  with  the 
increased  advantage  of  raised  letters.  This  class  of  work  is  very  rich, 
and  is  to  be  recommended  for  letter  heads  and  envelope  corners,  and 
frequently  looks  well  for  headings  in  engraved  announcements,  show- 
ing, as  it  does,  in  the  strongest  contrast  with  flat  work. 

"  Embossed  lines  should  never  be  long,  and  there  should  be  few 
words  in  them. 

"  Electrotypes,  as  their  name  indicates,  are  produced  through  the 
assistance  of  electricity.  An  impression  of  the  type,  cut,  or  other  matter 
to  be  electrotyped,  is  taken  in  wax  of  medium  consistency.  This  im- 
pression is  dusted  or  sprinkled  with  graphite  (the  material  used  in 
making  lead-pencils,  and  which,  in  powder  form,  is  supposed  to  be  in- 
finitesimally  fine).  This  fills  into  every  crevice  of  the  impression  in  the 
wax,  and  practically  covers  the  impression  of  the  thing  to  be  electro- 
typed  with  a  metallic  coating.  This  mould,  properly  secured,  is  placed 
in  an  electric  bath  of  copper  dissolved  in  acid,  and  plated,  the  same 
way  that  spoons  or  other  articles  are  plated.    It  remains  in  the  bath  until 


THE    PRACTICE   BUILDER  497 

a  film  of  copper  has  been  deposited,  sufficiently  thick  to  allow  it  to  be 
handled  by  itself,  the  strength  of  the  electrotype  largely  depending  upon 
the  thickness  of  this  copper.  It  is  then  taken  out,  and  the  inside  filled 
with  type-metal,  the  type-metal  answering  substantially  the  same  pur- 
pose as  the  copper,  and  being  much  cheaper.  If  the  electrotype  is  to 
be  mounted  on  wood,  the  lead  is  only  about  an  eighth  of  an  inch  thick. 
The  electrotype  is  then  fastened  upon  the  wood  with  screws  or  nails, 
placed  on  the  bottom  and  sides,  so  as  to  be  on  the  square,  and  of  the 
right  height,  and  the  electrotype  is  ready  for  the  printer. 

"  Stereotyping  is  more  simple  than  electrotyping,  there  being,  sub- 
stantially, but  one  process.  The  form  to  be  electrotyped  has  an  im- 
pression made  of  it,  on  papier-mache,  and  molten  type-metal  is  poured 
over  it  and  allowed  to  harden,  the  making  of  stereotypes  being  gener- 
ally the  same  process  as  the  casting  of  anything  in  metal.  After  the 
castings  are  made,  the  stereotypes  are  mounted  the  same  as  electro- 
types. 

"  Lithography  consists  of  drawing  upon  a  stone,  the  stones  being 
from  two  and  one-fourth  to  four  inches  thick,  of  convenient  size.  The 
printing  is  done  from  the  stone  itself,  although  the  original  stone  is 
seldom  used,  as  transfers  are  made  from  that  to  other  stones,  the  orig- 
inal being  kept  for  making  more  transfers, 

"  After  the  drawing  on  stone,  it  presents,  to  the  hand  passed  over  it, 
a  perfectly  smooth  appearance,  the  drawing  practically  not  being  any 
higher  than  the  stone  upon  which  it  is  drawn.  The  drawing  is  done 
in  oily  ink.  Water  will  not  stick  to  oil,  and  oil  will  not  stick  to 
water. 

"  The  lithograph  press  is  arranged  with  two  sets  of  rollers,  one  made 
of  felt,  and  kept  constantly  moist,  the  other,  like  the  usual  printing 
roller,  and  covered  with  ink.  The  stone  passes  under  the  felt  rollers 
first,  which  moisten  the  entire  stone  with  water,  the  water  not  sticking 
to  the  drawing;  the  stone  then  passes  under  the  inked  rollers.  The  ink 
sticks  to  the  drawing,  consequently  the  drawing  is  inked,  and  the  rest 
of  the  stone  is  not.  The  stone  is  then  pressed  against  the  paper  to  be 
printed,  the  whole  process  being  similar  to  that  of  the  usual  cylinder 
press,  only  that  there  are  two  sets  of  rollers ;  the  presses  are  generally 
better  made,  and  more  care  is  taken  in  the  printing.    Dentists  have  little 


498  THE   PRACTICE   BUILDER 

need  for  the  employment  of  lithography,  except  in  the  printing  of  sta- 
tionery." 

One  of  the  most  recent  innovations  in  printing  is  the  three-color 
half-tone  process.  By  this  method  the  most  beautiful  color  effects  can 
be  produced,  which  almost  equal  lithographic  work  in  beauty.  As 
the  name  indicates,  it  is  done  by  the  half-tone  process,  and  by  using 
one  color  for  each  half-tone  plate.  The  three  plates  in  combination 
make  a  very  artistic  production. 

If  a  dentist  intends  to  send  out  printed  matter  of  any  kind,  booklets, 
stationery,  announcements,  reprints,  he  should  take  cognizance  of  the 
fact  that  a  handsome  piece  of  printed  matter  gets  more  attention  than 
one  which  is  cheap  and  insignificant. 

Every  man  knows  that  he  himself  pays  more  attention  to  an  ele- 
gantly printed  booklet  or  circular  than  he  does  to  a  common  one.  He 
knows  that  he  finds  it  pretty  hard  to  throw  something  really  handsome 
into  the  waste  basket,  without  looking  at  it  a  second  time.  He  knows 
that  it  is  exceedingly  easy  to  dispose  of  the  general  run  of  circulars  that 
come  to  him.  and  yet  this  same  man  will  have  printed  for  himself  exactly 
the  same  kind  of  stuff  as  he  himself  throws  into  the  waste  basket. 


Type 


"  The  constatit  click  of  the  type  in  the  stick  " 

Dentists,  even  though  they  use  printed  matter  frequently,  and  have 
occasion  to  instruct  printers  as  to  just  how  they  would  like  their  work 
executed,  are  yet  unfamiliar  with  a  knowledge  of  type — the  styles,  their 
names  and  sizes.  Because  of  this,  many  jobs  are  sent  out  that  are  not 
artistic  and  that  are  not  representative  of  the  person  who  sends  them 
out. 

When  work  is  put  into  the  hands  of  really  expert  printers,  they  can 
be  depended  upon  to  execute  it  in  the  most  desirable  manner  without 
suggestions  from  the  dentist. 

For  those  who  are  accustomed  to  sending  out  neat  announcements 
from  time  to  time,  and  who  like  effectively  printed  appointment  cards 
and  bill  heads,  the  specimens  of  type  shown  herewith  may  be  of  benefit. 
For  those  who  would  improve  the  appearance  of  their  newspaper  an- 
nouncements, the  specimens  will  not  prove  less  helpful. 

The  sizes  of  body  type  (that  type  which  is  used  in  the  reading  matter 
of  newspapers  or  books)  are  now  designated  by  what  is  known  as  the 
"  point  "  system.  A  "  point  "  is  one  seventy-second  of  an  inch.  For- 
merly each  size  had  a  name  of  its  own,  and  even  now  many  printers  refer 
to  type  sizes  by  their  old  names,  as  Pearl  (five-point).  Agate  (five-and- 
a-half-point).  Bourgeois  (nine-point),  etc. 

All  type,  rules,  borders,  leads,  and  other  materials  are  now  made 
on  the  point  system,  so  that  it  is  all  interchangeable. 


499 


500 


THE  PRACTICE  BUILDER 

lO-Point  Roman  No.  55-MacKellar.  Smiths  &  Jordan 

He  that  sleeps  feels  not  the  toothache. 

i2-Point  Ronaldson  Old  Style  No.  72— MacKellar,  Smiths  &  Jordan 

He  that  sleeps  feels  not  the  toothache. 


lo-Point  Ronaldson  Clarendon— MacKellar,  Smiths  &  Jordan 

He  that  sleeps  feels  not  the  toothache. 


10-Point  French  Elzevir  No.  1— Dickinson 

He  that  sleeps  feels  not  the  toothache. 

lo-Point  Elzevir  Italic— Dickinson 

He  that  sleeps  feels  not  the  toothache. 

lo-Point  Gushing  Old  Style— Dickinson 

He  that  sleeps  feels  not  the  toothache. 

lo-Point  Jenson  Old  Style— Dickinson 

He  that  sleeps  feels  not  the  toothache. 


lo-Point  DeVinne — Dickinson 

He  that  sleeps  feels  not  the  toothhche. 

i8-Point  DeVinne  Extra  Condensed— Dickinson 

Be  that  sleeps  feels  not  the  toothache. 

i8-Point  Columbus  No.  2— MacKellar,  Smiths  &  Jordan 

He  that  sleeps  feels  not 


THE    PRACTICE    BUILDER  501 

lo-Point  Howland—  Dickinson 

He  that  sleeps  feels  not  the  toothache. 


10-Point  Howland  Open — Dickinson 


lo-Point  Tudor  Black — Boston  Type  Foundry 

Ibe  tbat  sleeps  teels  not  tbe  tootbacbe. 

6-Point  Light  Face  Lining  Gothic — MacKellar,  Smiths  &  Jordan 
HE    THAT    SLEEPS    FEELS    NOT    THE    TOOTHACHE 


lo-Point  Gothic  Condensed — Dickinson 

HE  THAT  SLEEPS  FEELS  NOT  THE  TOOTHACHE. 

i2-Point  American  Old  Style — Marder,  Luse  &  Co. 

He  that  sleeps  feels  not  the  toothache. 

18-Point  Lippincott— Dickinson 

He  that  sleeps  feels  not  the  toothac 


12-Point  Typewriter — Any  Foundry 

He  that  sleeps   feels  not    the   toothache. 


24-Point  Copper-Plate  Script— Central  Type  Foundry 


lo-Point  Bradley 

l)e  tbat  sleeps  feels  not  tbe  tootbacbe. 


502  THE   PRACTICE   BUILDER 

i2Poiiit  Florentine  Old  Style  No.  2 

He  that  sleeps  feels  not  the  toothache. 


i2-Point  Quentill 

He  that  sleeps  feels  not  the  toothache. 

lo-Point  Satanick 

f)c  that  sleeps  feels  not  the  toothache. 


Borders 

"  There  can  be  art  in  printing  " 

Borders  have  come  into  very  popular  use  in  the  last  few  years,  and 
to-day  the  type  founders  vie  with  each  other  in  their  attempt  to  produce 
artistic  effects  in  them. 

They  are  effective  for  booklet  covers,  and  are  frequently  used  with 
good  results,  artistically,  on  stationery  and  the  various  forms  of  cards 
in  use  by  dentists. 

The  best  borders  for  general  use  are  those  that  are  clear-cut  and 
distinct.    The  simpler  the  design  the  better  the  border. 

A  border  makes  a  small  advertisement  in  a  newspaper  stand  out  from 
the  other  advertisements  around  it. 

We  submit  some  borders  to  suit  every  purpose  for  which  they  are 
intended. 

NEWSPAPER  BORDERS 

6  Point  No.  76 


6  Point  No.  77 
♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦♦ 

6  Point  No.  79 
6  Point  No.  80 


6  Point  No.  81 


503 


504 


THE   PRACTICE   BUILDER 

6  Point  No.  83 


f<  Point  No.  84 


12  Point  Xo.  79 


12  Point  No.  Si 


iS  Point  No.  s 

0)0 1(0  2)°  <Co  0)0^  0)0  ^  °)''^  ^/Srt  "yS'vO  °)°  ^  °/SC^  v^Co  ^J^  Co  v^  "Co  "JlwCo  'vS'Co  °)''  Co  vSCo 


FLORENTINE   BORDERS 


6  Point  No.  168 


8  Point  No.  166 
8  Point  No.  161 
Outline 


THE  PRACTICE  BUILDER  505 

BARTA  BORDERS 

6  Point  No.  2 

6  Point  No.  8 
6  Point  No.  17 

ELZEVIR  BORDERS 

6  Point  No.  100 
14  Point  No.  106 

14  Point  No.  104 

?»w  ?»w  i»w  ?»w  i»w  itw  ?tw  ?w  ?iw  ?»w  ?»w  <»w  itW  ?w  oW  <»w  ow 

COLLINS  BORDERS— First  Series 

18  Point  No.  171 

mm 

30  Point  No.  191 

18  Point  No.  182 
18  Point  No.  199 
18  Point  No.  200 


5o6 


THE    PRACTICE    BUILDER 


iS  Point  No.  i8i 


o  ^""^  o  ^^  o  ^"^  o  o         o  o  oo  o         o  o         o         o         o         o 


12  Point  No.  151 
18  Point  No.  i?o 


Second  Series 


BRASS   RULE 

12  Point  No.  416  B 


Quotations 


"By  necessity,  by  proclivity  mid  by  delight  we  all  quote  " 

Pertinent  quotations  often  add  weight  and  dignity  to  any  address 
which  the  dentist  makes  to  his  cHents.  When  used  appropriately,  they 
add  a  quiet  refinement  to  the  better  class  of  announcement,  and  to  other 
high-grade  printed  matter. 

An  apt  quotation  at  the  head  of  a  finely  executed  folder,  or  any 
high-grade  professional  announcement,  adds  an  artistic  effect  which 
makes  it  appeal  to  the  receiver.  Teeth  being  so  important  a  part  of 
human  anatomy,  they  have  not  failed  to  serve  in  the  masterly  hand  of 
Shakespeare,  that  most  consummate  observer  of  human  nature. 
Though  the  mention  of  the  dental  organs  in  his  thirty-five  plays  out  of 
thirty-seven  may  be  characterized  as  practical  allusions,  yet  the  genius 
of  Shakespeare  has  emphasized  the  importance  of  the  teeth  in  phona- 
tion,  as  a  weapon  of  attack,  as  an  organ  of  defense,  as  indicating  age, 
and,  in  those  born  with  teeth,  as  a  sign  of  degeneracy.  Of  course, 
dentists  will  not  go  to  Shakespeare  for  as  rich  a  harvest  of  thought  upon 
subjects  in  which  physicians  are  mainly  interested,  but  for  historical 
reference,  apt  observations  of  the  manifold  relations  of  dental  organs 
to  human  passions,  and  refreshing  poetical  diversions,  the  excerpts 
which  we  offer  deserve  the  attention  of  our  readers.  References  to  the 
teeth  have  been  made  by  the  poets  of  all  times ;  some  of  these  in  descrip- 
tive poesy,  have  possessed  a  singular  charm  and  beauty. 

The  quotation  should  invariably  be  set  in  small,  light-faced  type, 
six-point  (Nonpareil)  or  seven-point  (Minion)  of  Old  Style  Roman  to 
be  preferred,  and  seldom  should  be  set  larger  than  in  type  of  ten- 
point  (Long  Primer)  body. 

507 


50S  THE    PRACTICE    BUILDER 

If  the  name  of  the  author  foHows  tlic  quotation,  quotation  marks 
should  not  be  used.  Unless  the  quotation  is  one  universally  recognized, 
the  author's  name  should  be  appended. 

Kins  Henry:  Thy  motlicr  felt  more  than  a  mother's  pain, 

And  3'et  brought  forth  less  than  a  mother's  hope; 

To-wit.  an  indigent  deformed  lump. 

Not  like  the  fruit  of  such  a  goodly  tree. 

Teeth  had'st  thou  in  thy  head  when  thou  wast  born, 

To  signify,  thou  cani'st  to  bite  the  world. 

— 3  Henry  VI.,  v.,  6. 

Glosicr:  I  that  have  neither  pity,  love  nor  fear — 
Indeed,  'tis  true  that  Henry  told  me  of; 
As  I  have  often  heard  my  mother  say 
I  came  into  the  world  with  my  legs  forward: 
Had  I  not  reason,  think  ye,  to  make  haste. 
And  seek  their  ruin  that  usurped  our  right? 
The  midwife  wonder'd;  and  the  women  cried, 
O,  Jesus  bless  us,  he  is  born  with  teeth! 
And  so  I  was;  which  plainly  signified — 
That  I  should  snarl,  and  bite,  and  play  the  dog. 
Then,  since  the  heavens  have  shap'd  my  body  so, 
Let  hell  make  crook'd  my  mind  to  answer  it. 
I  have  no  brother,  I  am  like  no  brother; 
And  this  word  love,  which  gray-beards  call  divine. 
Be  resident  in  men  like  one  another, 
And  not  in  me;  I  am  myself  alone. 

—Ihid. 

Queen  Margaret:  O,  Buckingham,  take  heed  of  yonder  dog! 

Look,  when  he  fawns,  he  bites;  and  when  he  bites. 
His  venom  tooth  will  rankle  to  the  death. 

—Richard  III.,  i,  3. 

Queen  Margaret:  That  dog.  that  has  his  teeth  before  his  eyes. 
To  worry  lambs,  and  lap  their  gentle  blood. 

— Ibid.,  iv.,  4. 

Bastard:  Now  your  traveller. 

He  and  his  tooth  pick  at  my  worship's  mess; 
And  when  my  knightly  stomach  is  sufificed. 
Why,  then  I  suck  my  teeth  and  catechise 
My  picket  man  of  countries. 

— King  John,  1. 


THE  PRACTICE   BUILDER.  5O9 

Coriolanus:  Bid  them  wash  their  faces, 
And  keep  their  teeth  clean. 

— Coriolanus,  ii.,  3. 

Byron:  This  is  the  flower  that  smiles  on  everyone, 
To  show  his  teeth  as  white  as  whale's  bone; 
And  consciences  that  will  not  die  in  debt, 
Pay  him  the  due  of  honey-tongued  Bayet. 

— Love's  Labor's  Lost,  v.,  2. 

Clown:  By  my  troth,   I   take  my  young   lord  to   be  a   very   melan- 
choly man. 
Countess:  By  what  observance,  I  pray  you? 

Clown:  Why,  he  will  look  upon  his  boots,  and  sing;  mend  the  ruflf, 
and  sing;  ask  questions,  and  sing;  pick  his  teeth,  and  sing. 
—All's  Well  that  Ends  Well,  iii.,  2. 

Speed:  She  is  not  to  be  kissed  fasting,  in  respect  of  her  breath. 
Launce:  Well,  that  fault  may  be  mended  with  a  breakfast.     Read  on. 

Speed:  She  has  a  sweet  mouth. 
Launce:  That  makes  amends  for  her  sour  breath. 

Speed:  She  has  no  teeth. 
Launce:  I  care  not  for  that  either,  because  I  love  crusts. 

Speed:  She  is  froward. 
Launce:  Well;  the  best  is,  she  has  no  teeth  to  bite. 

— Two  Gentlemen  of  Verona,  iii.,  i. 

Dick:  I  have  a  suit  unto  your  lordship. 

Code:  Bet  it  a  lordship,  thou  shalt  have  it  for  that  word. 

Dick:  Only  that  the  laws  of  England  may  come  out  of  your  mouth. 

John:  Mass,  'twill  be  sore  law,  then,  for  he  was  thrust  in  the  mouth 

with  a  spear,  and  'tis  not  whole  yet.  [Aside.] 

Smith:  Nay,  John,  it  will  be  stinking  law;  for  his  breath  stinks  with 

eating  toasted  cheese.  [Aside.] 

Code:  I  have  thought  about  it;  it  shall  be  so.     Away,  burn  all  the 

record  of  the  realm;  my  mouth  shall  be  the  Parliament  of 

England. 
John:  Then  we  are  like  to  have  biting  statutes,  unless  his  teeth  be 

pulled  out.  [Aside.] 

Charles:  Rather  with  their  teeth 

The  walls  they'll  tear  down,  than  forsake  the  siege. 

— Henry  VI.,  I,  2, 

Titus:  When  thy  poor  heart  beats  with  outrageous  beating, 
Thou  can'st  not  strike  it  thus  to  make  it  still. 


510 


THE   PRACTICE   BUILDER 

Wound  it  with  sighing,  girl,  kill  it  with  groans; 
Or  get  some  little  knife  between  thy  teeth, 
And  just  against  thy  heart  make  thou  a  hole; 
That  all  the  tears  that  thy  poor  eyes  let  fall, 
May  run  into  that  sink,  and  soaking  in. 
Drown  the  lamenting  fool  in  sea-salt  tears. 

— Titus  Andronicus,  iii.,  2. 

Antony:  When  the  best  hint  was  given  him,  he  not  took't 
Or  did  it  from  his  teeth. 

— Antony  and  Cleopatra,  iii.,  4. 

Suffolk:  Would  curses  kill,  as  doth  mandrake's  groan, 
I  would  invent  as  bitter  searching  terms. 
As  crust,  as  harsh,  and  horrible  to  hear. 
Delivered  strongly  through  my  fixed  teeth, 
With  full  as  many  sighs  of  deadly  hate. 
As  lean-faced  envy  in  her  loathsome  cave. 

— 2  Henry  VI.,  iii.,  2. 

Lafcn:  I'll  love  a  maid  the  better,  whilst  I  have  a  tooth  in  my  head. 

—All's  Well,  ii.,  3. 

Lucio:  No — pardon;  'tis  a  secret  must  be  lock'd  within  the  teeth  and 
the  lips. 

Hotspur:  .  .  .  And  that  would  set  my  teeth  nothing  on  edge, 
Nothing  so  much  as  mincing  poetry; 
'Tis  like  the  forced  gait  of  a  shuffling  nag. 

Don  Pedro:  There's  no  true  drop  of  blood  in  him,  to  be  truly  touched  with 
love;  if  he  is  sad,  he  wants  money. 
Benedict:  I  have  the  toothache. 
Don  Pedro:  Draw   it. 
Benedict:  Hang  it. 

Claud:  You  must  hang  it  first,  and  draw  it  afterwards. 
Don  Pedro:  What!     Sigh  for  the  toothache? 

Leonato:  Well,  everyone  can  master  grief,  but  he  that  has  it. 
Don  Pedro:  Conclude,  conclude;    he  is  in  love. 

Claud:  Nay.  I  know  who  loves  him. 
Don  Pedro:  I  warrant  not  one  that  knows  him  not. 

Claud:  Yes,  and  his  ill  condition;  and,  in  despite  of  all,  dies  for  him. 
Don  Pedro:  She  shall  be  buried  with  her  face  upward. 
Benedict:  This  is  no  charm  for  the  toothache. 

— Much  Ado,  iii.,  2. 


THE  PRACTICE   BUILDER  51I 

Leonato:  I  pray  thee,  peace!    I  will  be  flesh  and  blood; 
For  there  was  never  yet  a  philosopher 
That  could  endure  the  toothache  patiently; 
However  they  have  writ  the  style  of  gods, 
And  made  a  pish  at  chance  and  sufferance. 

— Much  Ado,  v.,  I. 

Posthumns:   [In  prison.]     I  am  merrier  to  die  than  thou  art  to  live. 
Gaoler:  Indeed,  sir,  he  that  sleeps  feels  not  the  toothache. 

— Cymbeline,  v.,  4. 

lago:  I  lay  with  Cassius  lately; 

And,  being  troubled  with  a  raging  tooth, 
I  could  not  sleep. 

— Othello,  iii.,  3. 

Stephana:  Trinculo,  if  you  trouble  him  any  more  in  his  tale,  by  this  hand 
I  will  supplant  some  of  your  teeth. 

— The  Tempest. 

iCleon:  So  sharp  are  hunger's  teeth,  that  man  and  wife 
Draw  lots,  who  first  shall  die  to  lengthen  life. 

— Pericles, 

Artenndorus:  My  heart  laments  that  virtue  cannot  live 
Out  of  the  teeth  of  emulation. 

— ^Julius  Caesar. 

Bolingbroke:  O,  no!  the  apprehension  of  the  good. 

Gives  but  the  greater  feeling  to  the  worse; 
Fell  sorrow's  tooth  doth  never  rankle  more, 
Than  when  he  bites,  but  lanceth  not  the  sore. 

—  Richard  11. 

Bastard:  O,  now  doth  Death  line  his  dead  chops  with  steel. 
The  swords  of  soldiers  are  his  teeth,  his  fangs. 

— King  John. 

Edgar:  Know,  my  name  is  lost 

By  treason's  tooth,  bare-gnawn  and  canker-bit 
Yet  am    noble,  as  the  adversary 
I  come  to  cope  withal. 

— King  Lear. 

The  fathers  have  eaten  a  sour  grape,  and  the  children's  teeth  are  set  on  edge. 

— ^Jeremiah  xxxi.  29. 


512 


THE  PRACTICE  BUILDER 


A  drunkard  clasp  his  tectli  and  not  undo  'em. 
To  suffer  wet  damnation  to  run  through  'em. 

— The  Revenger's  Tragedy,  Act  III. 


Those  cherries  fairly  do  enclose 

Of  Orient  pearls  a  double  row, 

Wliich,  when  her  lovely  laughter  shows. 

They  look  like  rosebuds  filled  with  snow. 


— Richard  Allison. 


My  curse  upon  thy  venom'd  stang, 
That  shoots  my  tortured  gums  alang. 


-Burns. 


Give  littered  pomp  to  teeth  of  Time, 
So  "  Bonnie  Doon  "  but  tarry; 
Blot  out  the  epic's  stately  rhyme, 
But  spare  his  "  Highland  Mary"! 


— Whittier — Lines  on  Burns. 


Sans  teeth,  sans  eyes,  sans  taste,  sans  everything. 

— As  You  Like  It,  Act  II.,  Scene  7. 


I  am  escaped  with  the  skin  of  my  teeth. 
In  the  spight  of  his  teeth. 


— Job  xix.  20. 
— John  Shelton. 


With  tooth  and  nail. 


-Du  Bartas. 


Eye  for  eye,  tooth  for  tooth,  hand  for  hand,  foot  for  foot. 

— Deuteronomy  xix.  21. 

A  forted  residence  'gainst  the  tooth  of  time 
And  razure  of  oblivion. 

— Measure  for  Measure,  Act  V.,  Scene  i. 


In  records  that  defy  the  tooth  of  time. 


—The  Statesmen's  Creed— Young. 


Sweet,  sweet,  sweet  poison  for  the  age's  tooth. 

— King  John,  Act  I.,  Scene  i. 


THE    PRACTICE    BUILDER  513 

How  sharper  than  a  serpent's  tooth  it  is 
To  have  a  thankless  child! 

— King  Lear,  Act  I.,  Scene  4. 

He  is  one  of  those  wise  philanthrophists  who  in  a  time  of  famine  would  vote  for 
nothing  but  a  supply  of  toothpicks. 

— Douglas  Jerrold's  Wit. 

A  physician  never  gets  bread 
Till  he  has  no  teeth  to  eat  it. 

Necessity  has  sharp  teeth. 

The  tongue  which  is  yielding  endures;   the  teeth  which  are  stubborn  perish. 

— From  the  Chinese. 

The  toothless  man  envies  those  who  can  bite  well. 

— From  the  Latin. 

He  who  has  teeth  has  no  bread,  and  he  who  has  bread  has  no  teeth. 

— From  the  Italian. 

Some  have  bread  who  have  no  teeth  left. 

— From  the  French. 

When  the  child  cuts  its  teeth,  death  is  on  the  watch. 

— From  the  Spanish. 

A  mouth  without  teeth  is  like  a  mill  without  a  stone. 

— From  the  Spanish. 


A  diamond  is  not  so  precious  as  a  tooth. 
Who  has  aching  teeth  has  ill  tenants. 
If  you  cannot  bite,  never  show  your  teeth. 
Better  a  tooth  out  than  always  aching. 


— From  the  Spanish. 


— From  the  Russian. 


— From  the  Russian. 


— From  the  Russian. 


The  tooth  often  bites  the  tongue,  and  yet  they  keep  together. 

— From  the  Russian. 


Compensation 


"  /  do  not  prize  the  word  cheap.  It  is  not  a  word  of  hope  ;  it  is  not  a  word  of 
comfort  ;  it  is  not  a  word  of  cheer  ;  it  is  not  a  word  of  inspiration.  It  is  a  badge 
of  poverty  ;  it  is  a  signal  of  distress  ;  and  there  is  not  a  man  in  the  country,  not 
a  single  white-haired  native  American,  7uho,  if  he  will  let  his  memory  run  back, 
but  will  recall  that,  when  things  were  the  cheapest,  men  were  the  poorest." —  Will- 
iam McKinley 

The  most  important  question  confronting  the  dental  profession  to- 
day relates  to  professional  remuneration. 

Some  day  we  will  awaken  to  tliis  fact,  and  will  comprehend  that  the 
present  unprofessional  and  unbusinesslike  disregard  for  a  more  uni- 
form and  systematized  basis  upon  which  professional  fees  may  be  com- 
puted, must  be  changed. 

It  is  not  expected  that  really  superior  operators  will  compute  their 
fees  upon  a  basis  of  the  amount  of  material  used;  at  least,  it  is  not  ex- 
pected by  the  more  intelligent  patrons. 

An  erroneous  impression  prevails  among  many  people  that  the  fees 
of  some  dentists  are  exorbitant;  this  is  based  upon  an  improper  under- 
standing of  the  conditions:  these  do  not  consider  that  there  are  grada- 
tions in  skill,  or  in  value  of  materials  used,  and  make  no  account  of  the 
time  required  for  faithful  service ;  they  think  only  of  the  cost,  and  con- 
gratulate themselves  when  they  succeed  in  finding  a  cheap  dentist. 

It  is  true  that  sometimes  the  fees  may  seem  large,  but  the  patient 
will  have  the  satisfaction  of  knowing  that  he  has  had  the  benefit  of 
the  best  fruits  of  great  industry  and  knowledge. 

He  who  charges  nothing  for  his  work  gets  all  it  is  worth ;  if  dental 
v^rork  is  only  mechanical,  it  is  worth  but  little;  if  it  is  the  result  of  ex- 
tensive scientific  and  professional  research,  it  is  worth  much. 

It  is  the  duty  of  every  practicing  dentist  to  do  all  that  lies  in  his 


THE    PRACTICE    BUILDER 


515 


power  to  give  to  his  clients  a  clearer  insight  into  the  causes  which  de- 
termine the  amount  of  a  fee  charged  by  qualified  men. 

Compensation  varies  in  localities,  and  may  be  regulated  to  a  great 
extent  by  the  well-known  laws  of  supply  and  demand ;  but  in  every  lo- 
cality there  will  be  found  at  least  one  dentist  who  receives  better  appre- 
ciation for  his  work,  lives  better,  and  enjoys  life  more.  Ability  alone 
is  sometimes  insufficient  to  put  a  man  to  the  front,  while  there  are  in- 
stances without  number  where  men  have  attained  some  slight  distinc- 
tion without  being  the  possessors  of  superior  ability,  but  have  instead 
some  attributes,  either  as  good  business  men  or  as  social  favorites, 
which  aid  them  materially. 

The  one  who  has  attained  the  reputation  is  the  one  who  will  be 
able  to  receive  better  remuneration  for  his  work,  and  consequently  he 
becomes  better  able  to  do  good  work,  because  his  reputation  for  charg- 
ing more  causes  his  patrons  to  expect  more  from  him  at  twenty  dollars 
than  from  another  dentist  at  ten  dollars — not  more  work,  but  more 
science,  more  skill. 

It  is  interesting  to  note  that  while  it  costs  more  to  practice  dentistry; 
nowadays  than  it  did  thirty  years  or  more  ago,  the  compensation  re- 
ceived has  gradually  lessened. 

This,  too,  is  in  the  face  of  the  fact  that  better  work  is  done  by  the 
application  of  greater  skill  and  artistic  taste,  and  by  the  employment 
of  more  costly  implements  and  appliances  than  were  used  in  the  early 
days. 

Aside  from  these  considerations,  few  have  thought  of  the  great  ex- 
pense in  preparing  the  dentist  for  the  active  practice  of  his  profession. 
Originally  this  amounted  to  almost  nothing. 

To-day  the  dentist  is  compelled  to  show  to  the  faculty  of  the  dental 
college  in  which  he  matriculates,  that  he  has  received  an  education  suf- 
ficiently thorough  to  warrant  his  admission  into  the  institution,  and  he  is 
required  to  show  either  his  diploma  or  high-school  certificate  to  that 
effect,  or  else  take  an  examination  as  prescribed  by  the  faculty  of  the 
institution,  and  the  National  Association  of  Dental  Faculties,  to  prove 
that  he  is  properly  equipped  mentall}^  He  is,  if  admitted,  compelled 
to  attend  three  full  college  years,  to  be  of  good  moral  character,  and  to 
successfully  pass  the  required  examinations  before  he  is  entitled  to 
receive  the  diploma  of  the  institution. 


5i6  THE    PRACTICE    BUILDER 

The  cost  of  dental  training  is  very  great;  the  student  is  required 
not  only  to  pay  the  fees  of  the  institution  and  buy  the  appropriate  text- 
books, but  also  to  buy  the  instruments  which  it  becomes  necessary  for 
him  to  use  during  his  practical  work. 

When  he  enters  practice  he  must  fit  up  an  office  with  operating  chair 
and  all  the  paraphernalia  that  is  necessary,  and  furnish  it  in  accordance 
with  the  position  as  a  dentist  which  he  hopes  to  fill. 

He  must,  while  in  practice,  buy  all  the  books  that  are  necessary  to 
keep  him  up  to  date  in  all  that  concerns  him  as  a  progressive  and  active 
member  of  his  profession;  he  must  subscril)c  liberally  to  the  leading 
dental  journals;  he  must  have  an  office  centrally  located  and  nicely 
furnished,  and  his  personal  appearance  must  be  above  reproach. 

In  view  of  all  these  circumstances,  it  is  patent  to  all  that  if  it  were 
proper  that  the  empiric  and  unscientific  dentist  of  the  earlier  days  was 
entitled  to  receive  the  fees  which  he  did,  it  is  certainly  proper  for  the 
dentist  of  to-day  to  receive  a  remuneration  equivalent  to  the  time,  labor 
and  expense  now  involved. 

Unfortunately  this  condition  does  not  prevail. 

Who  is  to  blame? 

No  one  but  the  dentists  themselves. 

No  attempt  has  been  made  to  establish  a  uniform  method  of  com- 
puting the  value  of  professional  services. 

Just  so  long  as  the  dental  profession  remains  disregardful  of  this 
great  question,  which  involves  the  personal  interest  of  every  practicing 
dentist  in  the  world,  just  so  long  will  the  present  slipshod  manner  of 
computing  fees  defeat  the  best  interests  of  both  patient  and  operator. 

It  is  the  dentist's  duty  to  charge  well  for  his  services;  it  is  a  duty, 
because  good  fees  impel  good  services. 

Good  fees  show  an  appreciation  of  the  dentist's  work. 

They  are  an  incentive  to  the  dentist  to  do  better  work,  if  it  is  in 
human  power  to  do  it,  and  to  maintain  this  as  a  standard  of  excellence; 
an  incentive  to  ambition  and  superior  effort,  because,  in  accomplishing 
something,  he  is  sure  of  an  increased  appreciation,  evidenced  by  the 
receipt  of  good  fees  for  good  work. 

In  the  majority  of  towns  of  fifteen  thousand  inhabitants  and  less, 
the  fees  of  the  dentist  seem  to  be  as  well  known  as  the  price  of  sugar. 


THE   PRACTICE   BUILDER  517 

Everyone  seems  to  know  what  each  dentist  charges  for  a  silver  filhng, 
a  gold  filling,  or  a  cement  filling;  for  a  Logan  crown,  a  gold  crow-n, 
or  a  Richmond  crown ;  and  to  know  just  what  he  charges  for  artificial 
teeth,  for  cleaning  teeth,  and  for  every  other  operation.  But  they  know 
absolutely  nothing  of  the  fee  that  would  be  based  on  the  performance 
of  work  requiring  unusual  skill,  even  in  so  small  a  matter  as  the  inser- 
tion of  an  amalgam  or  cement  filling  or  the  skilful  construction  and 
adaption  of  any  one  of  the  variety  of  crowns  in  general  use. 

We  reiterate  that  no  one  is  responsible  for  this  condition  of  affairs 
but  the  dentists  themselves. 

It  is  probable  that  a  successful  adjustment  of  the  matter  will  only 
be  reached  by  organized  effort — through  the  medium  of  the  dental 
society,  the  dental  journal,  and  the  individual  effort  of  those  w^ho  real- 
ize the  importance  of  this  great  question  of  proper  financial  apprecia- 
tion for  scientific  dentistry;  these  men  will  make  the  appropriate 
changes  in  reference  to  an  advance  in  fees  as  indications  may  demand, 
without  the  intervention  of  societies  or  journals. 

In  considering  this  question  of  compensation,  it  is  necessary  to  re- 
member that  the  interest  of  the  patient  should  be  paramount  to  every 
other  consideration.  For  instance,  if  a  poor  man  earning  a  dollar  and 
a  half  a  day,  and  having  a  family  to  support,  should  apply  to  us,  and 
we  find  him  suffering  great  discomfort  from  an  aching  tooth,  and  we  find 
that  the  tooth  could  be  saved,  provided  w^e  gave  it  several  treatments, 
removed  the  pulp,  and  cleansed,  treated,  and  filled  the  roots,  we  might 
like  to  advise  him  to  have  the  tooth  so  treated.  But  we  realize  that 
this  would  be  expensive  to  the  man,  would  not  at  once  palliate  his  pain, 
and  would  necessitate  his  losing  time. 

In  justice  to  him,  and  in  consideration  of  his  limited  means  and  the 
imperative  need  for  relief,  in  order  that  he  may  pursue  his  duties  with- 
out loss  of  time,  which  means  bread,  w-e  w^ould  extract  this  tooth  and 
so  give  relief  at  once,  at  the  least  possible  expense. 

If,  on  the  contrary,  the  patient  should  be  a  man  of  means,  perfectly 
able  to  pay  any  reasonable  fee,  and  w^hose  knowledge  ofthe  importance 
of  the  teeth  is  such  that  he  values  them  most  highly  and  looks  with 
suspicion  upon  the  dentist  who  would  suggest  the  advisability  of  re- 
moving such  a  tooth,  then  we  should  undertake  to  save  it.     Here  th^ 


5i8 


THE   PRACTICE   BUILDER 


dentist  must  use  his  highest  skill,  no  matter  what  the  expense  may  be; 
this  patient  has  the  time,  the  money,  and  the  personal  inclination,  while 
the  other  cannot  afford  either  time  or  money.  Thus,  by  saving  the  rich 
man's  tooth,  we  do  what  is  best,  and  by  extracting  the  poor  man's  tooth 
we  do  what  is  best  for  him  from  every  point  of  view.  Uniformity  of  price 
cannot  therefore  be  maintained  without  taking  cognizance  of  the  qual- 
ity of  the  clientele. 

In  a  practice  composed  wholly  of  the  poorer  classes,  and  one  in 
which  the  dentist  caters  to  the  poorer  people,  it  would  appear  self- 
evident  that  any  attempt  to  increase  the  fees  would  meet  with  serious 
objections.  Where  a  practice  has,  on  the  contrary,  a  large  proportion 
of  persons  of  the  better  sort  as  reliable,  permanent  patrons,  an  advance 
in  fees  is  easily  made,  because  this  class  is  at  once  favorable  to  a  better- 
ing of  any  condition,  and  are  always  willing  to  do  their  share  toward 
such  an  end. 

The  ability  of  the  dentist  is  the  true  standard  by  which  the  question 
of  fees  is  to  be  considered.  A  uniform  standard  to  which  all  dentists 
should  subscribe  cannot  be  practicable,  because  of  the  variation  in  de- 
grees of  ability. 

There  are  some  kinds  of  work  for  which  the  dentist,  in  the  great 
majority  of  instances,  receives  ridiculously  poor  remuneration,  a  re- 
muneration out  of  all  proportion  to  the  importance  of  the  service,  and 
to  the  skill  required  for  its  performance. 

Take,  for  instance,  the  devitalization  of  the  dental  pulp,  its  removal, 
cleansing,  and  sterilization  of  the  roots,  with  the  accompanying  manip- 
ulations incident  to  the  drilling  of  the  roots,  insertion  of  the  dressings, 
and  the  treatment  of  inflammatory  conditions  which  usually  arise  as 
an  accompaniment  to  such  procedures. 

Such  work  cannot  be  done  hastily.  Its  very  nature  is  such  that 
rapid  work  is  almost  fatal  to  success.  Few  men  can  successfully  treat 
a  pulpless  tooth  according  to  the  latest  scientific  mode  in  less  than  an 
hour  or  an  hour  and  a  half.  For  this  he  should  receive  a  higher  fee 
than  for  the  same  time  employed  in  filling  a  tooth  with  gold,  because 
in  its  performance  greater  skill  and  a  broader  scientific  knowledge  is 
essential,  and  the  work  is  infinitely  more  trying  to  the  operator's  nerv- 
ous system.  No  more  intricate  work,  indeed,  is  demanded  of  the 
dentist. 


THE   PRACTICE   BUILDER  519 

There  are  thousands  of  dentists  who  charge  no  more  for  devitahzing 
a  pulp  and  treating  the  tooth  preparatory  to  fiUing  it,  than  they  do  for 
inserting  a  simple  filling.  This  is  manifestly  a  wrong  he  does  himself; 
he  robs  himself  of  that  which  it  is  his  right  to  expect.  If  he  charges 
so  much  for  a  simple  filling,  he  is  certainly  entitled  to  more  if  he  gives 
time  and  skill  to  the  performance  of  complicated  work. 

The  fee  for  this  work  should  be  in  accordance  with  the  difficulty  of 
performing  it.  Thus,  posterior  teeth  would  necessitate  more  careful 
canal  work,  take  longer,  and,  by  reason  of  their  inaccessibility,  be  harder 
to  treat  with  thoroughness.  Hence  the  fee  should  be  regulated  in  pro- 
portion. 

Further  than  this,  when  a  patient  applies  to  have  work  of  this  kind 
done  and  the  operator  finds  it  necessary  to  make  an  application  to  de- 
vitalize the  pulp,  he  should  say  to  the  patient,  before  she  departs,  "  That 

will  be  (mentioning  a  fee  that  will  cover  half  of  the  whole  cost 

of  putting  the  tooth  in  order)  and when  the  tooth  is  finally  filled." 

We  have  never  known  this  to  fail;  in  the  first  place,  the  work  is  half 
paid  for,  and  we  have  never  had  a  patient  question  us  as  to  the  pro- 
priety of  charging  before  work  is  finally  completed,  and  thus  the  patient 
is  sure  to  come  back  to  have  the  work  finished  at  the  time  specified. 
Before  we  adopted  this  plan,  the  patient  was  not  nearly  so  likely  to 
come  back  at  the  appointed  time;  in  many  instances,  in  fact,  did  not 
come  back  at  all. 

Every  dentist  remembers  that  often  patients  have  applied,  saying 
that  "  Dr.  So-and-So  put  some  stufif  in  to  kill  the  nerve,"  and  they 
never  went  back.  Thus  the  second  dentist  gains  the  patient,  and  what- 
ever extra  work  it  may  be  necessary  to  do;  if  the  first  dentist  had 
charged  for  this  work  at  the  time  it  was  done  he  would  have  kept  the 
patient,  and  would  have  been  paid  for  his  work  as  well. 

These  are  points  which  must  be  considered  by  every  dentist  who 
would  be  paid  for  all  he  does. 

Some  dentists  make  a  practice  of  extracting  teeth  for  a  person  who 
intends  to  have  a  set  of  artificial  teeth  inserted,  without  making  a  charge 
for  extracting  at  the  time.  Many  people  take  advantage  of  a  dentist 
in  this  respect,  and  have  him  extract  their  teeth,  and,  after  the  gums 
are  in  proper  condition,  go  to  another  dentist  to  have  the  balance  of 
the  work  done. 


520  THE   PRACTICE   BUILDER 

The  one  safe  and  sure  way  to  avoid  this  is  to  charge  the  patient 
for  the  extracting  at  once,  giving  a  receipt  for  the  same,  with  a  state- 
ment of  the  balance  due  when  teeth  are  made ;  in  this  way  the  patient 
comes  back  to  the  dentist  that  did  the  extracting,  and  is  Hkely  to  come 
back  as  soon  as  the  mouth  is  ready  to  receive  the  plate;  whereas,  if  no 
money  had  been  paid,  he  might  have  waited  several  months  longer, 
or  decided  not  to  have  any  artificial  teeth  at  all. 

Again,  trouble  is  often  experienced  with  some  people  in  settling 
their  bills,  because  they  claim  that  the  work  done  is  not  doing  as  much 
good  as  was  anticipated;  for  instance,  where  the  dentist  advises  the 
insertion  of  a  piece  of  bridge  work  to  replace  a  partial  denture,  and  the 
patient  complains  that  the  improvement  is  not  worth  the  extra  cost; 
or  perhaps  the  dentist  has  advised  the  insertion  of  a  set  on  continuous 
gum  to  replace  a  vulcanite  plate,  and  the  patient  complains  that  the 
price  is  too  high  when  the  slight  improvement  is  considered. 

When  this  argument  is  presented  it  is  the  dentist's  place  to  say  that 
he  is  a  professional  man  and  not  a  storekeeper;  that  he  has  given  to 
them  his  best  services,  and  that  he  is  entitled  to  the  remuneration  indi- 
cated in  his  bill  as  rendered.  He  should  state  that  the  patient  has  re- 
ceived his  services  and  he  has  received  nothing  in  return;  that  the 
patient  has  the  material  for  which  he  has  paid  the  cash  out  of  his 
pocket,  and  the  time  and  labor  represented  in  the  finished  operation. 

If  a  person  employs  a  lawyer  to  take  charge  of  a  case  for  him,  the 
lawyer  does  the  best  he  can,  and,  if  he  fails  to  win  the  case  for  his 
client,  he  gets  his  pay  just  the  same;  when  a  physician  is  employed, 
whether  or  not  a  cure  or  benefit  is  experienced  from  the  physician's 
treatment,  he  receives  his  fee.  because  he  has  given  his  services.  The 
dentist  has  been  accorded  by  law  the  same  professional  rights  as  the 
physician  and  lawyer. 

If  the  patient  is  not  satisfied,  let  him  pay  his  bill  and  seek  services 
elsewhere,  just  as  he  would  if  he  were  dissatisfied  with  the  services 
of  a  physician  or  a  lawyer. 

The  dentist  is  not  bound  to  use  the  highest  skill,  but  is  supposed 
to  do  the  best  he  can;  only  such  skill  is  required  as  will  enable  him 
to  treat  the  case  understandingly  and  safely.  The  law  implies  that 
he  will  exercise  reasonable  and  ordinarv  care  and  intelligence.    He  does 


THE     PRACTICE     BUILDER  521 

not  guarantee  success,  and  is  not  liable  for  failure  unless  through  some 
default  of  his  duty. 

The  retainer  of  a  lawyer  obliges  him  to  the  right  conduct  of  a. 
suit,  but  not  for  the  judgment  of  the  court,  for  that  is  beyond  his  con- 
trol. The  retainer  of  a  physician  obliges  him  to  employ  ordinary  med- 
ical skill  in  the  treatment  of  his  patient;  the  cure  does  not  rest  with  him. 

When  a  special  agreement  is  made,  requiring  an  absolute  cure  or  a 
successful  operation,  or  there  should  be  no  compensation,  the  parties 
in  these  cases  must  abide  by  the  terms  of  the  contract. 

When  a  patient  has  worn  an  artificial  denture  for  a  reasonable  length 
of  time,  with  the  knowledge  of  her  husband,  if  the  patient  is  a  married 
woman,  the  law  supposes  that  some  benefit  has  been  derived,  or  the 
denture  would  not  or  could  not  have  been  worn,  and  the  dentist  re- 
ceives an  appropriate  remuneration. 

When  a  patient  engages  a  dentist  to  perform  certain  work,  and  fails 
to  keep  the  appointment  or  repudiates  it,  or  decides  to  have  only  a 
portion  of  the  work  done,  after  the  time  has  been  set  aside  for  him,  the 
dentist  can  recover  for  the  amount  of  the  work  as  it  was  to  have  been 
performed. — See  Rehfuss's  Dental  Jurisprudence, 

Some  practitioners  have  established  the  custom  of  charging  by  the 
hour.  This  is  more  easily  done  in  the  larger  cities;  in  small  towns  this 
course,  while  a  good  one,  could  not'  readily  be  put  into  operation.  This 
would  be  an  excellent  plan  for  all  such  operations  as  canal  work,  but 
the  rate  per  hour  should  be  higher  than  for  some  other  kinds  of  work, 
because  it  is  more  difficult,  requires  greater  scientific  knowledge,  greater 
dexterity,  and  more  patience. 

A  good  dentist  cannot  afiford  to  do  good  work  at  a  poor  price,  and 
he  cannot  afford  to  do  poor  work  at  any  price. 

Josiah  Wedgewood,  the  great  English  potter,  said:  "  Those  things 
called  dear  are,  when  justly  estimated,  the  cheapest.  Beautiful  forms 
and  compositions  are  not  made  by  chance,  nor  can  they  in  any  sub- 
stance be  made  at  small  expense.  A  competition  for  cheapness,  and 
not  for  excellence  of  workmanship,  is  the  most  frequent  cause  of  the 
rapid  decay  and  entire  destruction  of  arts  and  manufactures." 

If  we  compare  the  men  w^ho  charge  high  fees,  we  will  usually  find 
that  the  man  who  gets  the  most  earns  the  most;  that  he  has  spent  more 


522 


THE  PRACTICE   BUILDER 


money,  more  time,  more  energy  in  the  acquisition  of  knowledge,  and 
he  has  a  right  to  charge  more  for  it. 

A  physician  vvlio  has  augmented  his  skill  by  association  with  emi- 
nent specialists  at  home  and  abroad  cannot  afford  to  put  his  services 
at  the  same  value  as  those  of  the  man  who  has  gone  through  a  school 
in  the  shortest  possible  time,  simply  with  a  view  of  becoming  an  M.D., 
and  the  same  is  just  as  true  of  dentists. 

The  public  appreciation  is  such  that  a  dentist  is  sure  to  be  recom- 
pensed for  whatever  superiority  he  attains,  and  it  is  his  right  to  expect 
it.  His  skill  is  his  capital,  and  the  more  skill  he  has  the  more  capital 
he  has,  and  the  greater  his  income  is  likely  to  be.  His  skill  is  the 
equivalent  of  the  business  man's  stock  of  merchandise. 

In  the  larger  cities  it  is  becoming  the  custom  of  the  most  prominent 
practitioners  to  charge  for  consultations.  This  is  right.  The  dentist 
has  the  same  right  to  be  remunerafcd  for  his  time  that  the  physician 
has.  A  consultation  requires  him  to  give  his  judgment,  the  result  of 
his  experience,  to  the  person  consulting  him.  This  consumes  his  time, 
and,  as  he  has  nothing  to  sell  but  his  time  and  the  skill  which  goes  with 
it,  it  is  right  and  proper  for  him  to  charge  for  it. 

A  dentist  should,  in  fact,  charge  for  everything  he  does.  He  does 
innumerable  small  operations  each  year,  which,  if  he  were  paid  a  small 
fee  for  them,  would  amount  to  quite  an  item,  while  at  the  same  time 
he  would  impress  the  patient  with  the  fact  that  whatever  was  done  had 
some  value. 

The  practice  of  giving  discount  on  work  is  a  bad  one.  It  is  not  only 
unnecessary,  but  is  in  poor  taste  professionally  and  smacks  of  com- 
mercialism. 

It  is  a  bad  habit  to  say  to  patients,  when  their  work  is  finished,  that 
the  customary  price  for  such  and  such  a  piece  of  work  is  such  and  such 
a  figure,  but,  the  patient  being  a  friend,  the  charge  will  only  be  so 
much,  naming  a  figure  somewhat  less  than  the  usual  fee.  This  is  not 
a  candid  way  of  doing  business,  and  is  likely  to  make  the  patient  sus- 
pect the  dentist  of  double  dealing. 

Giving  discounts  to  ministers  is  not  a  good  plan,  and  should  be 
discouraged  by  telling  the  minister  who  applies  for  such  discount  that 
it  is  not  compatible  with  the  best  work. 


THE    PRACTICE    BUILDER  523 

Fees  are  of  necessity  to  be  regulated  largely  by  the  community, 
the  quality  of  patronage,  and  the  fees  usually  charged  by  the  other 
dentists.  If  the  people  will  not  have  the  highest  quality  of  work  at 
a  reasonable  price,  it  follows  that  the  dentist  will  not  be  able  to  do 
that  class  of  work  in  that  locality. 

Because  the  other  dentists  continue  to  do  a  medium  grade  of  work 
at  low  prices  is  no  reason  why  all  should  follow  suit.  If  one  is  capable 
of  doing  better  work,  and  he  has  a  clientele  sufficiently  appreciative, 
he  should  at  once  advance  his  fees  and  should  notify  his  patrons  to 
this  effect.    This,  in  itself,  will  raise  him  in  the  estimation  of  his  patrons. 

If  a  dentist's  fees  are  a  little  higher  than  those  of  his  fellow  dentists, 
the  people  know  there  must  be  a  reason  for  it;  and  they  know,  too, 
that  he  must  give  more  in  skill,  time,  or  taste  in  return  for  the  extra  fee. 

In  operating,  and,  for  that  matter,  in  all  the  work  demanded  of  him, 
the  practitioner  must  regulate  his  fees  in  accordance  with  the  quality 
of  the  work.  A  practitioner  who  exercises  a  species  of  economy  not 
altogether  unknown  to  the  profession — that  of  purchasing  an  inferior 
or  cheap  quality  of  material,  and  such  grades  as  can  be  had  in  quantity 
at  greatly  reduced  rates,  quality  as  against  quantity  receiving  but  slight 
consideration — and  who  conducts  his  whole  practice  on  this  plan;  who 
buys  no  up-to-date  appliances,  nor  books;  who  does  not  subscribe 
liberally  to  the  journals  of  his  profession,  and  who,  in  short,  employs 
none  of  the  essential  stepping-stones  to  superiority,  can,  of  course, 
afiford  to  do  work  for  much  less  than  one  who  does  comply  with  all 
the  demands  of  progressive  dentistry;  but  the  first  man,  although  he 
performs  the  work  for  much  less,  nevertheless  cheats  his  patients,  for, 
had  they  known  that  an  inferior  quality  of  material  was  used  and  that 
the  operation  had  not  been  performed  according  to  the  most  recent 
mode,  they  would  gladly  have  paid  the  additional  charge  necessary 
to  insure  such  material  and  work. 

One  operator  may  prepare  a  cavity  for  gold  in  an  anterior  tooth 
by  chiselling  the  frail  tooth-substance  away,  inserting  the  gold  at  once, 
pack  it  to  place,  and  finish  it  with  strips  or  discs.  This  can  be  done 
rapidly  and  may  appear  satisfactory  to  the  patient,  and  the  operator 
may  get  a  comparatively  good  fee,  considering  the  time  consumed 
in  doing  the  work. 


524 


THE   PRACTICE   BUILDER 


Another  operator  might  take  the  same  tooth,  remove  the  frail  and 
overhanging  walls  by  use  of  chisels,  etc.,  carefully  prepare  the  cavity 
by  suitable  undercuts  scientifically  placed,  and  so  prepare  the  borders 
of  the  cavity  that  the  most  powerful  microscope  used  would  not  show 
defects,  either  at  the  cervical  margin  or  elsewhere ;  he  would  commence 
the  filling  with  crystal  or  mat  gold  and  add  rolled  gold  until  the  cavity 
was  nearly  filled,  and  would  employ  gold-foil  No.  20  or  30  to  finish 
off  with;  and,  after  carefully  and  thoroughly  condensing  the  finished 
filling,  he  would  trim  and  finish  it  so  that,  after  the  use  of  strips,  discs,, 
cups,  rouge,  and  whiting,  the  filling  would  be  a  beautiful,  even  bord- 
ered, highly  finished  one — a  credit  to  a  master-hand,  an  incentive  to  all 
other  operators  to  admire  and  attempt  to  do  work  of  the  same  class. 

Who  shall  say  that  this  work  should  not  be  i^emunerated  more 
highly  than  the  first  mentioned?  In  its  performance  there  was  de- 
manded scientific  knowledge,  coupled  with  conscientious,  painstaking 
labor,  and  a  subordination  of  self  to  the  best  interests  of  the  patient. 

To  maintain  a  standard  of  excellence  on  this  plan  demands  that  the 
possessor  of  such  skill  shall  at  all  times  be  in  close  touch  with  the  most 
progressive  minds  of  his  profession.  This  involves  a  large  outlay  for 
books  and  the  periodical  literature  of  the  profession,  not  to  mention  the 
constantly  improving  modes  and  appliances  being  introduced,  together 
with  the  expense  of  attending  the  dental  society. 

To  make  a  scale  of  fees  applicable  to  any  locality,  giving  the  actual 
charges  which  should  obtain  in  any  given  community,  is  impracticable; 
as  we  have  said,  the  practitioner  should  acquaint  himself  with  the 
schedule  of  fees  in  use  by  the  other  dentists  of  his  locality,  and  these 
he  should  employ  or  change  according  to  his  own  judgment,  backed  by 
the  quality  of  his  own  patronage. 

He  should  as  well  consider  what  is  charged  by  the  average  dentist 
in  one  of  the  larger  cities  in  his  own  section,  and  he  should  compute 
the  operating  expenses  of  his  own  ofBce,  including  rent,  heat,  light, 
etc.,  cost  of  material  (average  cost  per  month)  and  average  cash  receipts 
per  month,  and  upon  this  basis  he  can  make  his  own  fees. 

In  two  cities  within  thirty  miles  of  each  other,  the  fee  for  placing  a 
new  Richmond  crown  was  in  one  $3.50,  and  in  the  other  $7.00  and 
$8.00.    This  great  difference  is  not  warranted ;  there  is  no  reason  for  it 


THE   PRACTICE   BUILDER 


525 


but  the  dentist's  own  stupidity.  The  cost  of  constructing  a  crown  of 
this  variety,  the  actual  cost  of  material,  is  such  that  to  make  it  for 
$3.50  is  folly;  the  profit  is  not  a  fair  one  on  the  actual  cost  of  the  gold 
and  platinum  used  in  its  construction. 

Crown  and  bridge  work,  by  reason  of  the  superior  surgical  and 
mechanical  skill  necessary  to  its  successful  performance;  the  time, 
care,  and  risk  attending  its  construction,  and  the  cost  of  the  precious 
metals  entering  into  its  formation,  together  with  its  liability  to  damage 
after  insertion,  imperatively  demand  a  fee  in  accordance  with  the  con- 
ditions as  enumerated.  The  fee  for  crown  and  bridge  work  cannot  vary 
greatly  in  one  locality  from  that  of  another,  because  of  its  expensive 
component  materials. 

Plate  work — when  vulcanite  is  the  base,  no  matter  how  superior 
the  slcill  employed  in  the  construction,  cannot  be  restored  to  its  former 
position  in  the  schedule  of  fees.  Before  the  introduction  of  vulcanite, 
thousands  could  not  afford  artificial  teeth,  while  at  present  the  low 
price  of  plate  work  makes  it  possible  for  them.  The  great  advantages 
of  metal  plates  over  the  cumbersome,  "  Injun  rubber  and  gum 
blocks  "  of  the  wonderful  old  mechanical  dentists  of  the  early  days, 
should  be  explained  to  all  patients  who  can  afford  to  have  them,  because 
they  are  the  best  and  not  because  they  are  the  cheapest.  This  work, 
requiring  as  it  does  artistic  skill,  mechanical  ability,  experience,  and 
patient  labor  is  worthy  of  a  higher  fee  than  is  at  the  present  time  re- 
ceived. 

Regulating  malposed  teeth  has  of  recent  years  interested  the  best 
skill  of  some  of  the  brainiest  men  in  dentistry.  From  simple  opera- 
tions requiring  little  skill,  the  work  has  grown,  until  the  employment  of 
the  greatest  ingenuity  is  necessary  to  the  successful  treatment  of  the 
complicated  cases  that  are  now  taken  in  hand  by  those  most  deeply 
interested  in  this  branch  of  practice. 

Probably  in  no  branch  of  practice  is  it  so  difficult  to  base  a  fee  as 
in  this;  the  preliminary  considerations,  the  power  of  appreciation  on 
the  part  of  the  patient,  his  social  status,  and  the  co-operation  offered 
the  dentist  by  the  client  and  the  members  of  the  family  while  the  work 
is  in  progress ;  the  use  of  complicated  apparatus,  and  the  necessity  for 
its  frequent  substitution  by  other  apparatus,  make  it  exceedingly  difii- 


526  THE   PRACTICE   BUILDER 

cult  to  compute  a  fee.  The  operations  are  of  necessity  very  expensive 
to  the  dentist,  consuming  his  time  and  most  able  judgment,  his  highest 
artistic  perception,  costly  metals,  the  need  for  seeing  the  patient  so  fre- 
quently as  to  keep  every  movement  of  the  case  well  in  hand,  and  the 
long  period  of  time  generally  necessary  to  produce  even  a  slight  change 
in  the  bony  structures  involved;  all  combine  to  make  it  most  expen- 
sive work  that  cannot,  in  fact,  be  enjoyed  by  persons  in  moderate  cir- 
cumstances. 

The  importance  of  the  work  and  the  popular  appreciation  of  its 
success  and  the  rapidity  with  which  the  public  is  ready  to  accept  the 
evidence  of  successful  cases,  has  led  to  its  right  to  be  considered  a 
specialty  in  dentistry.  The  expertness  of  the  practitioner  and  the 
reputation  which  he  has  attained  for  successfully  handling  this  class 
of  work  make  it  possible  for  him  to  select  his  patrons,  and  to  exact  his 
remuneration  in  accordance  with  the  circumstances  associated  with 
the  case.  It  is  next  to  impossible  to  give  an  estimate  before  the  work 
is  begun;  such  a  thing  is  from  its  very  nature  almost  impossible,  the 
dentist  being  much  more  likely  to  cheat  himself  than  his  patient. 

In  estimating  fees  on  this  work,  therefore,  sound  judgment  must 
be  used,  and  the  dentist  will  do  wisely  if  he  indicates  to  the  client,  or 
the  parents,  that  the  work  will  be  very  expensive,  and  explains  in  de- 
tail what  it  is  customary  to  do  in  such  cases,  so  that  they  may  be  pre- 
pared for  a  large  fee  and  thus  avoid  unpleasantness  when  the  time 
comes  to  pay  for  the  work.  This  plan  should  be  adopted  when  any 
work  is  to  be  performed  or  is  being  performed ;  an  intimation  of  what 
the  probable  charges  will  be  is  a  great  help  to  the  adjustment  of  ac- 
counts, as  it  gives  the  patient  an  opening  to  make  any  remarks  suitable 
to  the  occasion  and  leaves  the  operator  free  of  any  charge  of  unfairness 
at  the  most  delicate  stage  of  the  work. 

There  are  some  dentists  who  are  most  unfortunate  in  this  matter 
of  the  settlement  of  accounts;  possessing  as  they  do  little  or  no  tact, 
the  financial  arrangements  with  their  patients  are  attended  with  dis- 
satisfaction to  both  parties,  and  the  consequent  ill  favor  with  which 
the  patron  looks  on  the  dentist  is  harmful  to  his  business  interests. 

When  a  long  line  of  work  is  completed  and  the  bill  has  been  sent 
twice,  and  the  amount  is  quite  large,  it  is  proper  to  send  a  short  note 


THE   PRACTICE   BUILDER 


527 


something  after  the  form  here  shown  and  which  is  incorporated  in  this 
chapter  because  of  its  appropriateness  to  the  class  of  work  under  con- 
sideration: 

Smithton,  June  12,  189 — . 

H.  W.   HOVVLAND, 

1217  Market  Street,  City. 
Dear  Sir:    My  account,  rendered  under  date  of  April  loth,  is  due  and  re- 
spectfully commended  for  attention  and  settlement. 

Kindly  favor  me  with  the  amount  to  balance,  and  oblige. 

Yours  very  truly, 

A.  B.  Blank. 


Another  form  suitable  for  use  with  patrons  of  known  negligence 
in  attending  to  accounts  due  is  appended: 

Smithton,  October  17,  189 — . 
A.  M.  Allison, 

Dear  Sir:  Your  account,  as  per  statement  rendered  on  the  first,  remains 
unpaid. 

A  professional  business  composed  of  many  details,  such  as  dentistry,  compels 
rigid  adherence  to  system,  especially  in  collections.  I  politely  ask  that  your 
account  remain  unpaid  not  later  than  the  20th  of  the  month,  by  which  time  I 
hope  to  have  the  amount  of  your  bill. 

Kindly  give  this  attention  to-day,  and  oblige.  Errors  will  be  cheerfully  cor- 
rected if  brought  to  my  notice. 

Very  truly  yours, 

A.  B.  Blank. 

It  sometimes  becomes  necessary  to  dismiss  undesirable  patrons,, 
especially  when  there  is  a  strong  personal  dislike  because  of  their  pro- 
pensity for  tattling  and  indulging  in  conversation  that  is  wholly  per- 
sonal in  its  nature;  and  who  say  one  thing  to  your  face  and  another 
behind  your  back,  who  admire  you  greatly  as  a  dentist  but  who,  when 
you  present  your  bill  and  follow  it  with  requests  for  payment,  change 
their  front.  Sometimes  they  leave  you  and  fail  to  pay  their  bills,  going 
to  another  dentist  to  whom  they  may  even  pay  cash,  and  while  there 
give  a  fabricated  reason  for  leaving  you. 

If  the  subject  is  brought  up  by  another  patient  the  dentist  can  and 
should,  in  justice  to  himself,  state  the  real  reason  for  the  patient  leaving 
him.    To  dismiss  patients  from  the  practice  or  to  indicate  to  them  in- 


528  THE   PRACTICE   BUILDER 

fercntially  tliat  they  arc  no  longer  welcome  patrons  of  your  establish- 
ment is  something  which  requires  tact  and  judgment,  and  is  not  readily 
or  smoothly  done  until  after  the  plans  shown  in  the  chapters  on  "  Get- 
ting Patronage  "  and  '"  Holding  Patronage  "  have  been  put  into  execu- 
tion, after  which  it  is  easy  to  indicate  to  any  undesirable  element  that 
you  do  not  desire  their  patronage. 

There  comes  a  time  in  every  progressive  practice  when  fairly  estab- 
lished, when  it  becomes  necessary  for  the  practitioner,  in  justice  to 
himself  and  to  his  patients,  and  in  furtherance  of  his  desire  to  develop 
his  ability  and  maintain  it  upon  a  standard  of  excellence  compatible 
with  his  position  as  a  dentist  of  more  than  ordinary  skill,  to  advance  his 
fees  either  to  a  schedule  employed  by  other  dentists  of  skill  and  reputa- 
tion in  the  larger  cities,  or  to  the  highest  schedule  which  obtains  among 
the  better  practitioners  in  cities  the  size  of  his  own  in  his  section  of  the 
cotmtry. 

We  do  not  believe  in  advancing  the  fees  without  previously  notifying 
the  patrons  of  the  intention  to  do  so.  If  the  fees  are  adv'anced  and  the 
patient  has  had  no  previous  notification  to  that  effect,  and  an  expensive 
line  of  work  is  being  done,  it  may  lead  to  some  unpleasantness  when 
the  time  arrives  for  paying  the  bill. 

Notification  should  not  be  given  of  an  intention  to  advance  the  fees 
until  after  the  practitioner  has  employed  the  plans  enumerated  in  the 
chapters  on  "  Getting  Patronage  "  and  "  Holding  Patronage,"  because 
advancing  the  fees  is  not  so  effectually  done  as  there  are  no  convincing 
reasons  for  doing  so ;  that  is  to  say,  the  patient  is  not  so  thoroughly 
impressed  with  the  dentist's  right  to  consider  himself  entitled  to  a  higher 
remuneration  for  his  services  than  the  other  practitioners  of  his  city. 
Therefore,  it  is  wise  to  first  put  into  use  these  plans  as  indicated,  and 
prevent  thereby  any  possible  loss  of  patronage.  The  patient  should 
be  shown  that  he  will  get  what  he  pays  for,  that  he  will  get  more  for 
$I5.'X>  after  the  advance  than  he  got  for  $10.00  before,  and  that  it  is  not 
a  mere  clap-trap  device  to  increase  profits  without  an  increase  in  the 
value  of  the  output  of  the  office. 

The  notification  should  be  sent  by  mail  in  an  envelope  of  the  best 
quality,  under  letter  postage,  and  the  announcement  of  the  advance 
should  preferably  be  printed  upon  an  invitation  folder  of  good  quah*^y 


THE    PRACTICE    BUILDER 


529 


and  the  type  should  be  plain  and  clear  and  the  ink  black.  The  type 
used  may  be  Roman,  Elzevir,  or  Gushing.  The  text  should  incorporate 
an  argument  which  should  convincingly  present  the  reasons  why  an  ad- 
vance in  the  fees  of  this  particular  dentist  is  a  procedure  that  is  not  only 
timely,  but  that  is  warranted  by  the  circumstances. 

We  submit  a  form  which  may  be  altered  to  suit  the  practice  of  any 
one  in  any  locality.  It  may  be  longer  or  shorter,  as  the  user  may  see  fit. 
It  will  not  fit  every  practice,  but  is  so  constructed  as  to  be  amenable 
to  adapting,  and  at  the  same  time  give  a  hint  as  to  the  general  line  of 
argument  to  be  pursued  in  this  delicate  transaction: 

AN  ADVANCE  IN   FEES  AND  THE   REASON  WHY 

From  and  after  this  date  it  is  my  intention  to  conduct  my  practice  wholly 
in  the  interest  of  persons  of  the  better  sort — those  who  want  the  very  best,  and 
who  are  willing  to  pay  for  it. 

In  conformity  with  this  intention,  I  hereby  give  notice  that  I  will  not  here- 
after perform  any  work  according  to  the  schedule  of  fees  which  has  heretofore 
obtained  in  my  practice. 

My  reasons  are:  In  the  first  place,  I  have  given  a  longer  time  to  preparing 
myself  for  my  life-work  than  is  usually  the  case. 

My  office  is  one  of  the  most  completely  equipped  in  the  country. 

The  material  which  I  use  is  the  best  that  money  can  buy;  if  I  thought  that 
a  certain  material  made  at  Flunkton  were  the  very  best,  I  would  have  it;  if 
it  were  made  in  England,  Germany,  anywhere,  in  fact,  and  I  thought  it  the  best, 
I  would  have  it  in  my  office  and  would  use  it  and  charge  for  it. 

Because  I  give  careful  attention  to  details,  earnest  effort  to  please  and  satisfy 
in  the  little  things,  thoroughness,  conscientiousness  in  work.  This  involves 
definite  plan,  system,  method. 

It  puts  duty  before  expediency;  it  is  inspired  by  honest  intention,  and  bears 
fruit  in  honest  work. 

Because  I  am  in  close  touch  with  the  brightest  men  in  dentistry,  not  only 
in  this  country,  but  abroad,  and  I  give  to  my  patrons  all  that  I  know  myself 
and  all  that  I  am  able  to  learn  from  my  distinguished  colleagues.  I  have  every 
book  that  can  possibly  be  helpful  to  me;  every  dental  journal  of  prominence. 
All  this  is  filed  and  indexed.  I  can  turn  to  it  any  minute.  Everything  is  classi- 
fied, ready  for  instant  reference. 

My  work  compares  most  favorably  with  that  done  by  the  more  prominent 
men  of  my  profession  in  the  larger  cities,  and  I  am  entitled  to  a  remuneration 
equivalent  to  the  worth  of  my  work. 

I  constantly  keep  my  patient's  best  interest  in  view.  My  work  does  not  end 
with  the  insertion  of  a  gold  filling  or  the  manipulations  incidental  to  the  per- 
formance of  the  work  itself,  but  the  record  of  the  work  is  kept  constantly  ready 


530 


THE   PRACTICE   BUILDER 


lor  reference,  and  the  patient  is  seen  at  appropriate  intervals  and  the  need  oi 
work  foreseen  without  tlie  patient  ever  having  need  for  fear  of  pain  or  in- 
convenience. 

1  have  twice  before  raised  my  fees,  and  this  has  not  affected  the  permanency 
of  my  cHentele,  which  is  already  an  exclusive  one.  The  reason  for  this  is  that 
my  services  are  indispensable  to  the  class  of  people  who  employ  me;  they  don't 
want  anyone  else,  and  they  won't  have  anyone  else;  therefore,  it  being  impos- 
sible for  me  to  do  the  work  for  all  who  apply  to  me  at  the  old  fees,  I  prefer  to 
raise  the  fees  and  work  only  for  those  whose  appreciation  is  manifested  by  their 
readiness  to  pay  me  my  price.  This  naturally  prevents  many  of  my  present 
patrons  from  securing  my  services,  but,  while  I  will  naturally  work  for  fewer 
people,  I  will  receive  more  money  and  not  be  so  continually  rushed. 

No  one  who  has  been  dunned  by  me  for  one  year  without  paying  me,  and 
no  one  who  has  been  recjuested  by  my  attorney  to  pay  for  work  done,  is  welcome 
in  my  ofifice.  This  move  is  adopted  by  me  to  defend  me  from  an  undesirable 
elements  of  well-dressed  dead  beats  living  on  their  debts,  and  to  protect  my  pa- 
trons from  overcharging  to  make  up  for  bad  debts. 

The  statements  made  in  this  announcement  may  appear  like  egotism,  but 
they  are  honest. 

If  you  think  that  I  am  the  kind  of  dentist  you  want.  I  shall  be  glad  to  see 
you.  If  you  belong  to  the  undesirable  element  mentioned,  I  will  not  be  glad  to 
see  you,  and  I  will  not  work  for  you.    I  am, 

Respectfully   yours, 

A.  B.  Blank. 

In  this  connection  it  may  be  proper  to  say  that  a  dentist  is  not  com- 
pelled to  work  for  anyone.  The  law  is  that  "  A  dental  practitioner  can- 
not, legally,  be  compelled  to  render  professional  services  to  a  patient 
when  requested ;  though  dentists  have  been  threatened,  if  not  actually 
sued,  for  their  refusal  to  perform  certain  operations,  there  is  no  founda- 
tion in  law  for  such  compulsion.  A  dental  surgeon  is  not  a  common 
carrier,  as  his  professional  services  at  their  inception  are  purely  volun- 
tary; but  when  once  he  has  undertaken  a  case,  he  must  continue  hi.s 
services,  unless  he'is  dismissed,  or  until  reasonable  time  has  been  given 
to  procure  other  attendance,  even  if  the  services  are  gratuitous." 

It  is  thus  seen  that  a  dentist  is  justified  in  intimating  to  time-con- 
suming, non-paying  patients,  that  their  patronage  is  not  desired.  Why 
should  he  give  the  money  out  of  his  pocket  to  pay  for  the  gold  or  the 
silver  with  which  their  teeth  are  filled?  Why  should  he,  in  short,  pay 
cash  for  the  privilege  of  inserting  fillings  in  their  teeth? 

We  close  bv  saving  that  the  same  general  rules  apply  to  dentistry 
that  are  applicable  to  any  other  profession  or  business. 


THE   PRACTICE   BUILDER 


531 


The  factors  that  enter  into  compensation  are  the  same  as  those  which 
regulate  the  remuneration  of  all  professional  men. 

The  dentist  has  the  same  right  to  a  compensation  according  to  his 
fitness  or  worthiness,  and  he  has  the  same  right  to  advance  his  fees,  that 
men  in  other  professions  have. 

It  is  his  prerogative  to  indicate  an  unwillingness  to  accept  work  un-' 
suited  to  his  inclination,  and  he  can  protect  himself  against  imposition 
by  persons  whose  disregard  of  obligations  is  known  to  him. 

To  attempt  to  extend  his  practice  when  it  is  patronized  by  an  unde- 
sirable element,  is  to  attempt  that  which  is  almost  impossible. 


The  Development  of  Ability 

"  Studies  perfect  nature  and  are  perfected  by  experience  " 

"  Nothing  comes  out  of  the  bag  but  what  was  in  it." 

An  old  saying,  but  none  the  less  true  because  of  its  age. 

If  a  man  has  not  some  ability  it  is  not  to  be  expected  that  he  will 
achieve  any  special  distinction.  Some  men  enter  medicine,  law,  and 
dentistry  and  after  practicing  forty  years  are  no  more  skilful  than  at  the 
beginning,  and  in  niany  instances  are  really  inferior  to  their  first  years, 
because  they  have  forgotten  what  of  technicalities  they  may  have  known. 

No  one  has  ever  attained  a  skill  so  great  but  that  it  could  have  been 
enhanced,  no  one  ever  did  attain  to  such  skill  but  that  it  was  eclipsed 
by  some  superior  skill. 

In  a  profession  such  as  medicine  or  dentistry  there  is  no  goal,  but 
there  is  a  law.  and  this  law  is  ])rogrcss. 

Dentistry  is  neither  a  perfect  nor  a  stationary  science;  not  one  of  its 
specialties  has  yet  reached  scientific  exactness;  its  practitioners  are 
striving  hard  to  bring  its  various  departments  as  near  perfection  as 
possible  and  are  willing  to  learn  dental  truth  and  scientific  wisdom 
wherever  they  can  be  found. 

No  man  can  be  a  successful  dentist  if  he  does  not  keep  up  with  the 
procession;  the  first-class  operators  of  the  day  would,  if  they  did  not 
persist  in  keeping  pace  with  professional  progress,  be  classed  as  men  of 
mediocre  ability  ten  years  from  now. 

The  rapidity  with  which  operations  in  dentistry  tend  to  specialism 
makes  it  imperative  for  the  practitioner  to  keep  in  close  touch  with  every 
department  of  the  profession ;  a  task  by  no  means  easy,  since  the  strides 
taken  in  advance  in  one  branch  alone  may  be  so  rapid  and  so  great,  that 
at  the  end  of  a  year  it  bears  little  or  no  semblance  to  its  condition  a  year 

532 


THE   PRACTICE   BUILDER 


533 


previous.  Such  activity  is  not  noted  in  any  other  profession  or  science, 
with  the  possible  exception  of  the  advance  in  electrical  work. 

The  brain  must  be  receptive  of  ideas,  and  the  hand  capable  of  putting 
them  into  instant  execution.  The  mind  must  be  constantly  alert,  the 
eyes  and  ears  open,  and  there  must  be  a  readiness  to  leave  moss-grown 
theories  when  their  further  use  is  questionable. 

Perhaps  no  other  elements  are  so  important  to  advancement  as  alert- 
ness to  opportunities  and  observation  of  everything  that  can  possibly 
be  helpful  to  one's  knowledge,  to  one's  patrons,  or  to  one's  profession. 
There  are  some  men  who  do  not  exemplify  in  conduct  that  perfect  motto 
of  the  Dental  Cosmos,  "  Observe,  Compare,  Reflect,  Record."  Yet 
these  words  are  the  foundation  upon  which  depends  the  progress  of 
dentistry. 

A  lady  consults  one  dentist,  and  he  does  not  notice  that  the  decay 
is  anything  unusual  and  pursues  his  usual  course;  another  dentist 
might,  in  the  same  case,  instantly  observe,  mind  you,  "  observe  "  is  the 
word,  that  the  decay  is  not  only  of  a  character  to  show  that  it  is  rapid, 
but  that  it  is  extended  and  affects  several  teeth,  and  in  a  manner  some- 
what unusual;  and  he  arrives  at  the  conclusion,  not  only  from  the 
peculiar  character  of  the  decay  but  from  other  oral  manifestations,  that 
the  patient  is  pregnant;  and  instead  of  simply  filling  the  teeth  as  he 
would  usually,  he  employs  a  material  suitable  to  the  character  of  the  de- 
cay, its  extent,  and  to  the  condition  of  the  patient. 

But  he  does  not  allow  his  services  to  end  here.  He  prescribes  a 
suitable  dentifrice,  and  sends  to  the  patient  a  copy  of  "  The  American 
Dental  Instructor  "  so  that  she  may  learn  that  which  it  is  most  impor- 
tant she  should  know.  The  alertness  and  observation  of  the  second 
dentist  cannot  but  result  in  advantage  to  the  patient,  because  his  more 
intimate  knowledge  of  her  physical  condition  renders  him  more  able 
to  judge  what  filling  material  is  suitable;  while  the  work  and  filling 
material  of  the  first  dentist  may  have  been  totally  unsuited  to  the  needs 
of  the  case,  and  might  even  result  in  permanent  injury  to  the  teeth. 

If  is  necessary  for  the  practitioner  to  have  a  broad  conception  of  his 
work,  so  as  to  constantly  keep  in  view  the  best  interests  of  his  patients  by 
the  exhibition  of  such  foresight  as  we  have  just  indicated.  The  means 
afforded  the  members  of  the  profession  for  the  development  of  ability 


534  THE   PRACTICE   BUILDER 

and  the  attainment  of  perfection  in  skill  are:  The  Dental  College,  The 
Dental  Journal,  and  the  Dental  Society,  together  with  the  rapidly  grow- 
ing book  literature. 

The  dental  college  not  only  prepares  the  dentist  for  his  work  but 
also  furbishes  those  who  have  become  dull.  The  Post  Graduate  Dental 
School  gives  technical  instruction  under  the  eye  of  trained  demonstra- 
tors. In  the  Post  Ciraduate  School  of  to-day  the  work  comprehends 
complete  instruction  in  crown  and  bridge  work,  plate  work,  both  metal 
and  vegetable  bases,  continuous  gum  work  and  porcelain  work,  includ- 
ing inlays,  crowns,  and  bridges.  The  value  of  this  post  graduate  in- 
struction cannot  be  over-estimated ;  there  are  no  lectures  and  the  whole 
time  and  attention  can  be  given  to  the  practical  work,  and  a  knowledge 
of  the  use  of  metals,  blow  pipes  and  kindred  subjects  is  gained. 

An  ambition  to  excel  as  an  operator  in  the  use  of  gold  possesses  the 
minds  of  more  dentists,  than  an  ambition  to  attain  superiority  in  any 
other  procedures.  The  fact  that  the  work  is,  in  most  practices,  well  paid 
for,  and  at  the  same  time  a  source  of  pride  to  the  dentist,  well  repays  him 
for  the  outlay  of  time  and  talent  which  he  is  called  upon  to  give  in  order 
to  produce  his  best  effects. 

The  history  of  dentistry  is  filled  with  the  names  of  men  who  were 
once  great  artists  in  the  use  of  gold  for  filling;  at  the  head  and  front  of 
these  the  name  of  Webb  \vill  always  stand  pre-eminent.  Those  who 
have  had  an  opportunity  of  seeing  his  work,  long  years  after  that  master 
hand  has  mouldered  and  decayed,  have  wondered  how  such  work  was 
possible;  how,  with  the  instruments  and  finishing  devices  at  his  com- 
mand, he  produced  such  beautiful  results;  man\-  wonder  how  he  ever 
inserted  work  in  the  almost  inaccessible  positions  in  which  he  often 
placed  it.    W^onderful  work,  simply  wonderful! 

Aside  from  the  advantage  of  instruction  under  the  direction  of  an 
operator  of  great  skill,  a  superior  ability  as  a  gold  operator  is  obtained 
by  study  and  practice.  The  advantage  of  clinical  demonstration  cannot 
be  over-estimated.  Nothing  equals  it  in  impressing  facts  upon  the  mind 
and  in  clinching  these  facts  as  truths  that  cannot  be  dislodged.    • 

Next  to  the  clinical  instruction  under  the  eye  and  hand  of  a  practi- 
tioner of  superior  skill  and  experience,  and  the  many  pointers  which 
can  be  picked  up  at  clinical  demonstrations  in  the  dental  societies,  we 


THE    PRACTICE    BUILDER  535 

think  that  a  vast  amount  of  practical  tried  and  true  pointers  can  be  had 
from  the  book,  "  Methods  of  FilHng  Teeth,"  by  R.  Ottolengui,  pub- 
Hshed  by  the  S.  S.  White  Dental  Mfg.  Co.  Never  before  has  such  a  mass 
of  really  practically  applicable  information  of  known  value  been  put 
into  an  instruction  book  of  this  kind. 

The  subject  is  treated  thoroughly  and  comprehensively.  Not  only 
are  the  various  classes  of  cavities  and  their  appropriate  preparation 
treated  with  minuteness  and  care,  but  the  various  filling  materials  are 
considered  in  their  order,  and  the  opinion  of  the  author,  based  on  his 
practical  experience  in  their  use  in  a  high-class  practice,  is  given  with 
candor  and  good  sense. 

We  are  not  acquainted  with  a  book  which,  if  followed  faithfully,  will 
do  more  good  than  this  one  in  the  matter  of  developing  manipulative 
dexterity  in  filling  teeth  with  gold. 

This  cannot  fail  to  aid  the  operator  in  producing  the  perfect  and  the 
beautiful.  The  management  of  every  class  of  cavities  is  thoroughly 
explained,  the  shaping,  forming,  etc.,  and  everything  that  relates  to  the 
employment  of  aids  for  successfully  and  expeditiously  executing  the 
work. 

Taking  it  as  a  whole,  we  do  not  see  how  any  man  can  own  the  book, 
study  it  and  apply  it,  without  becoming  an  operator  capable  of  inserting 
gold  fillings  that  are  artistically  beautiful  and  scientifically  correct. 

Having  attained  to  superiority  in  this  direction,  the  operator  is 
justified  in  advancing  his  fees  so  that  this  superior  work  is  not  to  be  so 
readily  obtained  as  inferior  work  of  other  dentists. 

Next  to  gold  work,  it  is  necessary  to  be  skilful  in  the  performance 
of  crown  and  bridge  work;  this  rapidly  expanding  branch  of  service 
calling  to  its  performance  an  increasingly  high  order  of  ability. 

Those  who  have  had  opportunities  for  visiting  other  dentists  while 
they  were  engaged  on  crown  and  bridge  work,  are  astounded  at  the  vast 
amount  of  inferior,  almost  totally  worthless  work  done  in  the  name  of 
modern  crown  and  bridge  work. 

W^e  have  seen  bridge  work  constructed  and  inserted  wholly  without 
regard  to  mechanical  principles,  physiological  requirements  or  aesthetic 
taste;  orowns  that  did  not  properly  fit  the  convolution  of  the  gingiva, 
and  which  did  not  occlude  properly;   dummies  that  were  tipped  with 


536 


THE  PRACTICE   BUILDER 


gold,  allowing  a  space  between  the  gold  and  tip  into  which  a  card  the 
thickness  of  blotting  paper  might  be  inserted;  this  is  no  exaggeration. 

In  other  places  we  have  seen  crown  and  bridge  work  that  was  a 
revelation;  that  met  every  requirement  of  science  and  of  art;  the  work 
of  a  master  hand,  an  artist  and  an  artisan. 

To  become  skilled  in  crown  and  bridge  work,  a  thorough  training 
under  a  skilled  operator  in  this  branch  should  be  preceded  and  followed 
by  a  careful  and  thorough  study  of  the  subject  as  presented  by  Dr. 
Evans  in  his  complete  treatise,  "  Artificial  Crown  and  Bridge  Work," 
published  by  The  S.  S.  White  Dental  Mfg.  Co.  The  practical  appli- 
cation of  the  work  should  be  attended  with  judgment;  the  more  com- 
plicated forms  of  work  should  be  avoided;  the  simpler  forms  are  safe 
and  sure;  while  the  complicated  work  may  be  successful  in  the  hands 
of  the  eminent  specialists,  only  those  who  have  inside  information  know 
of  the  mortifying  failures  and  consequent  dissatisfaction  that  often 
follows. 

Orthodontia  is  a  field  in  which  few  practitioners  attain  to  great 
skill.  This  is  due  chiefly  to  lack  of  opportunity,  and  to  the  fact  that 
dentists  do  not  suf^ciently  instruct  their  patients  in  the  importance  of 
the  work;  but  partly  owing  to  the  fact  that  it  is  only  recently  that  the 
subject  has  attracted  the  thoughtful  attention  of  the  profession.  It  is  a 
work  that  requires  the  very  highest  order  of  artistic  taste,  together  with 
great  inventive  talents  and  mechanical  ingenuity. 

The  literature  of  the  subject  is  more  voluminous  in  the  journals 
than  in  the  book  literature,  but  the  latter  is  by  far  the  best,  containing, 
as  it  does,  the  best  wisdom,  refined  by  experience,  of  the  authors,  who 
have  in  most  instances  confined  themselves  to  this  branch  of  work  as 
a  specialty. 

In  text  books  we  have  Kingsley's  "  Oral  Deformities,"  Guilford's 
"  Orthodontia,"  Farrar's  "  Irregularities  of  the  Teeth  and  Their  Correc- 
tion," and  Angle's  "  System  of  Regulation  and  Retention." 

Of  these  Guilford's  "  Orthodontia  "  is  the  most  practical  for  daily 
use,  relating  as  it  does,  to  irregularities  of  the  teeth  only. 

Kingsley's  "  Oral  Deformities  "  treats  of  every  deformity  of  the 
teeth,  mouth,  and  jaws,  and  is  an  exceedingly  valuable  book;  and  if  the 
practitioner  intends  to  do  work  other  than  relates  to  the  correction  of 
irregularities  of  the  teeth,  the  book  will  be  necessary. 


THE  PRACTICE  BUILDER  537 

Farrar's  work  is  in  three  volumes  of  about  800  pages  each;  and 
while  much  more  voluminous  than  the  others,  and  containing  a  great 
many  illustrations  and  dealing  with  its  subject  most  thoroughly,  is  not 
to  be  commended  as  highly  as  Kingsley  and  Guilford. 

Angle's  system  shows  the  many  devices  invented  by  Dr.  Edward  H. 
Angle  for  the  correction  of  the  various  forms  of  irregularity,  and  for 
retaining  them  suitably  after  they  have  been  corrected.  The  devices 
are  ingenious  and  practical  and  are  made  ready  for  use  without  the 
practitioner  worrying  over  the  case.  The  use  of  the  appliances  is  fully 
illustrated  and  made  plain  by  comprehensive  instructions.  It  is  a  neces- 
sary book. 

To  attempt  to  do  work  of  this  kind  without  such  reference  books 
as  we  have  named  would  be  the  height  of  folly ;  every  man  is  at  his  best 
in  his  books,  and  these  are  by  the  best  men ;  so  that  it  is  not  only  right 
that  such  works  should  be  at  hand,  but  it  is  also  absolutely  necessary. 

In  plate  work,  especially  vulcanite  plate  work,  little  or  no  attempt 
has  been  made  at  really  superior  work,  the  great  point  appearing  to  be 
to  get  the  work  out  and  the  money  in.  Some  men  not  only  fail  to  give 
this  work  earnest  consideration,  but  really  dislike  it,  and  show  no  dis- 
position to  like  it.  It  is  not  always  easy  to  make  a  beautiful  plate  on 
either  a  metal  or  a  vegetable  base,  and  we  are  of  the  opinion  that  it 
will  be  to  the  best  interest  of  both  practitioner  and  patient  to  send  this 
work  to  mechanical  laboratories  to  be  done  by  those  who  do  one  thing 
only,  and  consequently  do  that  one  thing  well. 

Most  men  proceed  to  forget  a  large  share  of  their  knowledge  of 
pathology  and  therapeutics  after  they  leave  college,  and  the  result  is  that 
in  two  or  three  years  after  entering  practice  they  are  not  as  well  qualified 
for  this  branch  of  work  as  an  active  practice  ordinarily  demands.  Study 
and  observation  are  necessary  to  the  successful  treatment  of  the  various 
cases  that  present.  The  best  and  most  comprehensive  work  on  this 
branch  is  "  Dental  Pathology  and  Therapeutics,"  by  J.  Foster  Flagg. 

Study  alone  fits  a  practitioner  to  deal  with  pathological  conditions, 
and  study  alone  develops  his  ability.  The  constant  changes  which 
science  and  investigation  have  made  in  this  field,  have  demanded  of 
every  conscientious  dentist  an  increasing  attention  to  it. 


Post  Graduate  Study 

'■'Learning  is  but  an  adjunct  to  our  self" 

Post  graduate  schools  of  medicine  have  been  in  operation  for  many 
years.  The  first  post  graduate  dental  school  was  established  in  Chicago 
by  the  venerable  Dr.  L.  P.  Haskell;  it  has  been  found  to  fill  a  great 
need. 

Since  the  introduction  of  vulcanite  rubber  into  dental  practice,  the 
majority  of  dentists  have  had  little  or  no  instruction  in  metal  plate  work. 
The  instruction  given  has  been  so  incomplete,  or  the  work  has  been 
rendered  so  difficult,  that  they  have  not  been  inclined  to  put  it  into 
practice.  A  rubber  plate  is  so  easily  constructed,  and  the  majority  of 
persons  are  so  easily  satisfied  with  it — usually  for  the  reason  that  it  is 
so  much  cheaper  than  the  metal  plates — that  dentists  have  not  been 
inclined  to  recommend  the  latter  work  to  their  patients. 

Since  the  introduction  of  crown  and  bridge  work,  it  has  become  a 
nccessitv  which  cannot  be  overlooked,  for  every  dentist  to  know  how  to 
do  metal  work  wath  superior  skill. 

Until  recently  it  was  the  custom  of  dentists  who  could  not  do  bridge 
work,  to  advise  the  patient  to  liave  a  partial  plate  inserted.  The  general 
public  looks  askance  at  the  dentist  who  is  not  skilful  enough  to  execute 
such  work  when  the  opportunity  is  presented. 

How  shall  a  dentist  who  has  been  in  practice  for  a  number  of  years 
learn  this  work?  Not  by  a  course  of  instruction  in  a  dental  college,  for 
he  cannot  spare  the  time  from  his  practice;  and  even  if  he  could,  the 
instruction  there  is  gained  under  such  difficulties  that  he  does  not  feel 
competent  to  undertake  it.  Large  classes  cannot  be  successfully 
handled  in  the  college  laboratory.  Too  much  of  the  student's  time  is 
taken  up  in  the  lecture  room,  in  the  futile  attempt  to  instruct  him  how 

538 


THE   PRACTICE   BUILDER  539 

to  do  a  mechanical  operation,  which  cannot  be  and  never  is  learned 
except  at  the  work  bench,  under  the  eye  of  an  expert.  In  the  post 
graduate  schools  it  is  the  plan  to  instruct  the  pupils  individually,  and 
not  in  classes ;  no  lectures  are  delivered,  but  what  would  be  the  practical 
or  essential  part  of  the  lecture  is  given  in  telling  the  student  not  only 
how  to  do  a  thing,  but  the  reason  why.  Step  by  step,  the  student  is 
carried  through  a  systematic  course,  first,  of  metal  plates,  full  and 
partial,  rubber  attachments  and  soldered  work.  Especial  attention  is 
given  to  the  proper  selection,  arrangement,  and  articulation  of  teeth; 
the  contouring  of  the  artificial  gums,  so  as  to  restore  the  contour  of  the 
mouth;  the  proper  adjustment  of  clasps,  which  seems  to  be  so  little 
understood.  This  is  followed  by  instruction  in  gold  crown  and  bridge 
work,  and  then  by  continuous  gum  work. 

A  simple  system  of  metal  plate  work,  whereby  sure  results  are 
accomplished  with  no  trouble,  renders  the  insertion  of  metal  plates  easy 
and  in  fact  more  satisfactory  than  rubber;  and  since  the  introduction 
of  pure  aluminum,  there  is  no  reason  why  a  rubber  plate  should  be  worn 
for  a  permanent  denture,  in  view  of  the  fact  that  from  its  non-con- 
ductibility  great  injury  is  done  to  the  mouth  by  the  excessive  absorption 
of  the  alveolar  process,  a  condition  which  the  older  practitioners  assert 
was  not  observable  before  the  introduction  of  rubber,  but  which  has 
been  constantly  seen  ever  since. 

Dr.  Haskell's  post  graduate  school  is  patronized  by  pupils  from 
every  state  in  the  Union,  Canada,  Mexico,  Chili,  Australia,  New  Zea- 
land, Scotland,  Sweden,  Germany,  Spain,  Netherlands,  India.  Dr. 
Haskell  states  that  many  of  his  pupils  have  been  from  fifty-five  to 
seventy  years  of  age,  having  practiced  dentistry  for  a  life-time,  but  being 
desirous  of  becoming  posted  on  the  latest  improvements. 

Many  of  the  students  enter  the  school  direct  from  college  with  their 
diplomas,  to  take  the  course  provided  for  them.  A  young  graduate 
cannot  do  anythmg  wiser  than  this.  It  places  him  on  an  equal  footing 
with  any  practitioner,  so  far  as  ability  is  concerned,  to  perform  work  of 
the  higher  grades  in  prosthetic  dentistry.  By  such  instruction  he  is 
able  to  start  into  practice  with  the  acquired  experience  of  fifty  years. 
It  is  the  possession  of  superior  skill  of  this  kind  that  helps  a  young  man 
to  the  front,  by  enabling  him  to  do  good  work  and  high-grade  work 


540  THE   PRACTICE   BUILDER 

right  from  the  beginning  of  his  professional  career;  so  that  if  he  secures 
good  patrons  at  the  beginning,  he  can  perform  his  work  so  as  to  meet 
their  requirements. 

Besides  this,  the  instruction  given  in  a  post  graduate  school  is  such, 
by  reason  of  the  pupil  actually  performing  the  work  of  constructing  the 
various  appliances,  that  he  gains  a  confidence  in  himself  that  permits 
him,  after  entering  practice,  to  attempt  work  which  otherwise  he  would 
not  have  the  confidence  to  attempt.  The  training  in  the  general  prin- 
ciples of  prosthetic  dentistry,  crown  and  bridge  work,  etc.,  is  such  that 
the  dentist  performs  with  ease  work  which  he  had  never  seen  done 
before,  because  of  his  knowledge  of  the  principles  involved ;  thus,  while 
his  training  comprehended  the  usual  performances  in  plate  work  and 
crown  and  bridge  work,  he  is  capable  also  of  doing  any  repair  work  in 
these  lines,  and  of  constructing  devices  for  regulating  the  teeth  and  the 
making  of  obturators,  artificial  palates,  etc. 

A  young  graduate,  or  an  old  practitioner,  can  make  no  better  invest- 
ment than  to  take  a  course  of  instruction  in  a  post  graduate  dental 
school.  His  professional  training,  his  skill,  is  his  capital;  when  he 
adds  to  that  training  or  skill,  he  adds  to  his  capital. 


The  Dental  Protective  Association 

"  In  union  there  is  strength  " 

The  Dental  Protective  Association  of  the  United  States  was  formed 
to  contest,  in  a  lawful  and  equitable  manner,  the  patents  of  The  Inter- 
national Tooth  Crown  Company,  or  any  other  patents  relating  to  den- 
tistry, where  the  validity  of  such  patents  has  not  been  fully  established. 
After  competent  legal  advice  it  was  incorporated. 

The  first  object  of  the  association  is  to  defend  the  profession  against 
the  unjust  demands  of  patentees  whose  claims  are  worthless.  It  is  not 
the  purpose  of  the  Dental  Protective  Association  to  interfere  with  any 
man's  legitimate  business  or  valid  patents,  but  to  stop  the  enormous 
abuse  of  dental  patents. 

Its  second  object  is  to  bind  the  dental  profession  together  for  mutual 
protection,  strength,  and  helpfulness,  with  a  bank  account  and  without 
politics. 

After  collusion  had  been  proved  against  the  old  rubber  company, 
and  the  case  had  been  dismissed  from  the  Supreme  Court  on  that  ac- 
count, the  dental  profession  still  had  to  pay  royalty  to  this  company 
because  they  were  powerless  to  defend  themselves,  for  lack  of  organi- 
zation. 

The  power  is  vested  in  the  directors.  They  can  sue  and  be  sued,  are 
accountable  for  the  proper  handling  of  the  funds,  and  must  take  charge 
of  the  suit  of  any  member  of  the  association  who  is  unjustly  sued  for 
infringement.  Every  member,  by  paying  a  fee  of  ten  dollars,  and  assum- 
ing a  liability  of  ten  more,  only,  which  latter  will  probably  not  be  needed, 
can  continue  his  practice  undisturbed,  knowing  that  if  sued  he  will  be 
furnished  with  the  best  legal  talent  and  evidence,  and  be  relieved  of  all 
costs  and  harassment  of  suit.    It  is  thus  seen  that  the  largest  expendi- 

541 


542  THE   PRACTICE    BUILDER 

ture  of  the  association  must  be  that  of  time,  energy,  and  thought  on  the 
part  of  the  directors,  since  there  are  no  salaried  officers. 

By-laws  have  been  adopted,  a  copy  of  which  will  be  forwarded  to  any 
dentist. 

The  International  Tooth  Crown  Company  was  formed  by  persons, 
not  dentists,  who  had  previously  been  connected  with  the  Goodyear 
Dental  Vulcanite  Company,  wliich  for  many  years  waged  war  on  the 
individual  dentists  throughout  the  country. 

Dr.  J.  N.  Crouse  is  chairman  of  the  association.  Any  communica- 
tion addressed  to  him  at  2231  Prairie  Avenue,  Chicago,  will  probably 
receive  prompt  attention. 


Fire,  Life^  and  Accident  Insurance 

"  //  zs  better  to  be  sure  than  sorry  " 

Property  is  a  source  of  power  and  enjoyment,  and  it  is  the  aim  of 
every  man  to  accumulate  wealth;  but  the  agents  of  destruction  are 
numerous,  and  none  is  more  to  be  feared  than  fire.  It  is  an  ever  existing" 
danger,  but  relief  from  anxiety  is  found  in  a  measure,  by  throwing  all 
the  risk  upon  the  insvirance  companies. 

The  fact  that  dentists  are  usually  located  in  buildings  having  several 
other  occupants,  and  the  fact  that  in  most  instances  the  fire  is  just  as 
likely  to  occur  in  the  rooms  of  another  individual  as  in  his  own,  make 
it  doubly  important  to  protect  himself  against  loss  by  fire.  In  the 
majority  of  instances  the  greater  portion  of  a  dentist's  wealth  is  invested 
in  his  office,  and  as  this  is  his  source  of  income,  it  is  the  part  of  wisdom 
to  carry  an  appropriate  amount  of  insurance  on  such  possessions. 

A  reliable  form  of  insurance  policy  for  a  dentist  is  something  as  fol- 
lows : 

$1,050  On  Office  Furniture  and  Fixtures,  Library  of  Printed  Books;  Laboratory 
of  Dental  Materials,  Dental  Operating  Chairs,  Office  Pictures  and  their 
Frames,  Stoves,  Carpets,  including  Tools  and  all  other  articles  usually 
found  in  a  first-class  Dental  Office,  not  exceeding  cost  price. 

$100  On  Columbia  Bicycle;  all  while  contained  on  the floor  of  a 

story,  brick,  metal  roof  building,  situated  on  the  west  side  of 

Street,  being  No thereof,  in  the  city  of 

Permission  granted  to  use  electric  light. 

Permission  granted  to  use  for  fuel. 

This  form  attached  to  policy  No of  the Insurance  Co. 

of forms  a  part  thereof. 

543 


544 


THE   PRACTICE   BUILDER 


Life  insurance,  to  state  the  case  accurately  and  briefly,  is  as  good  an 
investment  as  a  deposit  in  a  savings  bank,  even  though  the  insured  lives 
to  the  average  limit;  while  in  the  event  of  premature  death  it  is  a  gift  to 
his  heirs  that  partakes  of  a  special  providence. 

Life  insurance  has  many  very  important  advantages  over  other 
methods  of  saving.  It  secures  to  the  individual  a  substitute  for  the 
guarantee  of  life,  which  he  can  never  have,  by  putting  him  in  a  condi- 
tion in  which  the  advantages  connected  with  an  average  length  of  life 
are  assured  him,  and  by  fixing  his  services  with  reference  thereto;  it 
keeps  him  from  touching  the  savings  accumulated,  by  depriving  him  of 
control  of  them;  it  prevents  him  from  growing  negligent  in  his  econ- 
omy, by  making  him  lose  all  or  part  of  what  he  has  saved,  if  he  fails  to 
pay  his  premiums. 

Endowment  insurance  is  a  form  of  life  insurance  in  which  the  insured 
receives  the  amount  of  the  insurance  if  he  lives  until  the  expiration  of  a 
term  of  years,  usually  twenty. 

It  is  not  always  the  best  judgment  to  carry  life  insurance.  Life 
insurance  agents  are  so  persistent  that  they  often  convince  young  men 
who  are  not  financially  able  to  carry  insurance,  that  such  is  the  proper 
thing  to  do.  It  is  a  fact  that  a  large  number  of  policies  lapse  every  year 
through  inability  on  the  part  of  the  insured  to  pay  the  premiums.  These 
persons  undertook  to  carry  insurance  when  they  were  not  financially 
prepared.  If  one  fails  to  pay  his  premiums  in  any  one  of  the  first  three 
years,  we  understand  that  the  amounts  already  paid  in  are  lost — that  is 
so  far  as  their  applying  on  an  endowment  policy  is  concerned,  but  he 
would  be  insured  for  the  time  paid.  For  a  young  man  just  entering 
practice,  provided  he  is  unmarried,  there  is  little  reason  for  taking  out 
insurance,  even  considering  the  endowment  feature.  During  the  first 
few  years  a  dentist  is  in  practice  he  is  not  able  to  save  very  much  money; 
and  what  ready  cash  he  can  get  together  should  be  used  to  advance  his 
business  and  professional  interests;  should,  in  short,  be  reinvested  in 
the  practice,  and  in  this  way  add  to  its  productiveness. 

If  a  man  is  married  it  is  a  duty  to  his  wife  to  have  his  life  insured. 
The  moment  a  dentist  becomes  sick  his  income  ceases;  no  one  else 
can  conduct  his  business;  when  he  dies  his  family  is  deprived  of  any 
source  of  livelihood.  A  thinking  man  will  not  fail  to  protect  his  wife, 
by  insuring  his  life  for  her  benefit. 


THE  PRACTICE  BUILDER 


545 


Accident  insurance  is  valuable  to  dentists  according  to  the  size  of 
the  city  in  which  they  live,  because  in  large  cities  persons  are  oftener 
exposed  to  casualties. 

The  danger  of  accidents  of  cable  and  trolley  cars  and  from  other 
causes,  makes  it  a  good  plan  for  dentists  to  carry  insurance  of  this  kind. 
Dentists  are  considered  very  good  risks,  and  rank  very  nearly  first  with 
accident  companies,  because  they  are  so  rarely  exposed  to  accidental 
happenings.  Few  dentists  are  injured  by  accidents  in  their  offices. 
Vulcanizers  do  not  explode,  as  formerly  they  were  likely  to  do,  and 
there  is  little  or  no  danger  through  infection  by  the  instruments  which 
he  uses. 


Fakirs 


'"Knaves  and  fools  divide  the  world" 

This  word  "  fakir  "  is  an  Americanism  that  has  come  into  popular 
use  because  of  its  pecuhar  fitness  in  describing  a  class  which  thrives  on 
the  credulity  of  human  nature,  and  which  always  seeks  those  persons 
who  want  something  for  nothing,  or  very  near  it. 

The  dentist  is  made  the  object  of  more. or  less  attention  by  the  fakir, 
not  because  he  is  supposed  to  be  more  credulous  than  others,  nor  be- 
cause he  wants  something  for  nothing,  but  because,  to  the  popular  mind, 
the  dentist  makes  his  money  easily. 

The  fakir's  business  is  a  cash  business,  and  he  confines  his  work 
chiefly  to  the  smaller  cities  and  towns. 

One  of  the  most  dangerous  of  this  class  is  the  subscription  fakir. 
His  mode  of  operating  is  as  follows:  He  calls  at  the  dentist's  of^ce  and 
introduces  himself  as  the  representative  of  the  International  Magazine 
Subscription  Agency,  or  any  other  high  sounding  concern  he  may 
choose  to  name.  He  states  that  his  company  takes  contracts  with  all 
the  large  publications,  and  agrees  to  increase  their  circulation  to  such 
and  such  a  figure,  receiving  in  return  certain  discounts.  He  will  state, 
for  instance,  that  his  company  has  a  contract  with  the  publishers  of  The 
Dental  Cosmos  to  increase  their  circulation  by  5,000  copies,  and  for 
doing  which  they  receive  a  large  discount  from  the  regular  subscription 
price;  and  as  they  do  not  get  the  discount  after  the  first  year,  and  as  the 
subscriber  is  likely  to  continue  to  take  The  Cosmos,  the  transaction 
proves  a  profitable  one  to  the  publishers.  His  argmnents  are  usually 
plausible  and  he  often  convinces  his  listener  of  his  truthfulness. 

There  are  several  legitimate  subscription  agencies,  but  they  do  not 
ofTer  such  large  discounts,  and  cannot  do  so  with  class  journals  such 

546 


THE    PRACTICE    BUILDER  547 

as  those  of  the  medical  and  dental  professions,  because  the  total  circu- 
lation of  these  is  exceedingly  small  compared  with  that  of  any  of  the 
popular  magazines. 

The  subscription  fakir  has  a  list  of  publications  of  every  class,  and  he 
compares  his  very  favorable  rates  with  the  regular  prices  and  offers  a 
discount  of  33-1 J3  per  cent,  from  the  latter.  Where  he  can  secure  a  sub- 
scription to  two  or  more  journals,  he  will  cut  this  considerably.  Sup- 
pose the  dentist  wishes  to  subscribe  for  The  Cosmos,  The  Dental  Re- 
view, and  The  Items  of  Interest.  The  regular  price  for  these  would  be 
$6,  but  the  fakir  will  have  them  sent  you  for  $3.50.  If  it  happens  that 
you  take  one  of  these  papers,  he  will  accommodatingly  offer  to  let  the 
subscription  begin  after  your  present  subscription  expires. 

Of  course  you  must  pay  cash  in  advance  in  order  to  gain  the  ad- 
vantage of  the  large  discount;  if  you  demur,  he  will  tell  you  that  you 
don't  have  to  pay  him,  but  may  send  the  money  to  The  International 
Subscription  Agency,  at  the  home  office  in  New  York,  either  by  money 
order  or  express  order,  and  thus  you  are  perfectly  safe  (?).  Of  course 
it  makes  no  difference  to  him;  he  gets  the  money  just  the  same.  If  you 
send  it  as  above,  his  confederate  cashes  the  order  at  once,  and  you  never 
see  the  journals.  If  you  write  to  the  publishers  of  the  journals,  you  will 
leceive  a  reply  stating  that  they  have  no  agents  and  that  no  one  is 
authorized  to  take  subscriptions  to  their  journals  except  the  regular 
dealers  in  dental  supplies.  Inquiry  at  the  post  office  of  the  city  to  which 
money  has  been  sent,  brings  the  information  that  no  such  concern  is 
known  there. 

These  individuals  prey  upon  physicians,  lawyers,  dressmakers,  pho- 
tographers, and  in  fact  upon  all  professions  and  occupations  represented 
by  class  journals.  As  the  business  is  one  of  absolute  profit,  giving  no 
returns  of  any  kind,  it  is  not  necessary  to  secure  many  orders  in  each 
town  to  make  it  pay  handsomely,  and  it  never  becomes  necessary  to  go 
to  the  same  city  a  second  time. 

The  fakir  is  usually  clothed  in  a  cheap  suit  of  ancient  pattern,  and  is 
exceedingly  seedy  in  appearance.  He  carries  a  small  satchel  made  of 
imitation  alligator  skin,  worth  when  new,  perhaps  seventy-five  cents; 
his  eyes  are  usually  covered  by  blue  glasses,  and  taken  altogether  he 
has  the  appearance  of  one  of  those  "  ne'er-do-wells  "  who  frequently 


548  THE  PRACTICE   BUILDER 

enter  the  office  for  the  purpose  of  seUing  some  trashy  article.  The 
seediness  of  appearance  serves  to  disarm  suspicion,  and  few  young  men 
can  avoid  subscribing  for  the  journals  when  the  very  liberal  terms  are 
shown  and  the  reason  for  giving  them  is  made  clear. 

Another  line  along  which  many  fakirs  are  operating,  is  the  alloy 
trade.  This  is  particularly  dangerous  to  the  dentist,  for  the  reason  that 
an  unsatisfactory  alloy  is  harmful  to  the  interests  of  the  patient  and  detri- 
mental to  the  reputation  of  the  practitioner.  Failure  of  fillings  is  at  all 
times  an  undesirable  thing,  notwithstanding  it  is  continually  taking 
place  in  the  best  practices,  and  at  the  hands  of  the  most  skilful  operators; 
but  when  work  fails  through  inferior  material,  it  is  a  matter  of  exceeding 
great  importance  to  the  operator,  and  he  cannot  exercise  too  much 
caution  in  the  selection  of  his  alloys.  Forming,  as  it  does,  the  material 
which  is  most  depended  upon  for  the  largest  share  of  filling  operations, 
the  dentist  who  understands  what  reputation  means  and  what  is  at  stake 
when  operations  are  performed,  and  who  knows  how  much  depends 
upon  the  use  of  good  material,  will  realize  that  nothing  but  the  best 
alloys  are  fit  for  use.  Most  of  the  poor  alloys  that  find  their  way  into 
dental  offices  are  sold  by  travelling  vendors. 

We  do  not  mean  to  say  that  all  those  who  travel  handle  unreliable 
alloys,  for  we  know  several  men  who  have  established  a  good  paying 
business  in  the  manufacture  and  sale  of  reliable  dental  alloys.  There 
is  no  reason  why  an  individual  cannot  make  as  good  an  alloy  as  a  large 
manufacturer.  Alloy  is  a  staple  article  and  one  of  constant  every  day 
use  in  every  dental  office.  There  is  no  dentist  who  does  not  use  it,  and 
in  most  practices  it  is  employed  to  a  greater  extent  than  any  other  tooth 
filling  material ;  consequently,  the  salesman  always  has  a  market  for 
his  product,  and  if  he  is  conscientious  in  the  matter  of  giving  all  that  he 
claims  to  give,  and  can  induce  the  dentist  to  become  a  user  of  his 
product,  he  establishes  a  business  that  is  not  only  very  profitable  but 
which  is  also  likely  to  be  permanent. 

The  difference  in  the  cost  of  raw  material  as  used  in  the  manufacture 
of  dental  alloys,  and  the  selling  price,  is  such  that  a  handsome  profit  is 
realized.  There  are  a  great  manv  men  going  througli  the  country,  how- 
ever, selling  tliis  and  that  formula  allov;  all  sorts  of  claims  are  made  for 
their  particular  alloy,  and  testimonials  are  shown  in   substantiation: 


THE    PRACTICE    BUILDER  549 

these  are  often  written  on  the  typewriter,  and  signed  by  it,  too.  The 
letter-head  of  the  person  giving  the  testimonial  is  seldom  shown,  and 
if  it  is,  the  writer  is  so  far  away  as  to  be  of  little  use.  Sometimes  the 
salesman  shows  what  purports  to  be  the  analysis  of  his  alloy,  by  a 
prominent  assayer,  who  asserts  that  it  possesses  several  remarkable 
characteristics  and  testifies  to  the  large  amount  of  gold,  silver,  or  plati- 
num which  it  contains.  The  agent  dilates  on  the  great  cost  of  havmg 
this  assayer  do  this  very  important  work,  and  then  shows  other  analyses 
wherein  other  alloys  are  shown  up,  to  the  great  disparagement  of  the 
latter.  We  know  of  an  instance  where  the  alloy  salesman  misappro- 
priated several  blank  forms  from  an  assayer's  ofifice,  and  filled  them  out 
to  suit  his  own  convenience,  and  signed  and  receipted  the  bills  there- 
for. These  were  shown  to  his  customers,  and  apparently  substantiated 
all  the  claims  made  for  the  alloy. 

The  claims  made  by  such  travelling  vendors  are  usually  more  em- 
phatic than  those  made  by  the  representatives  of  regular  dealers.  They 
usually  affirm  that  there  is  absolutely  no  shrinkage  or  expansion,  and 
that  the  tendency  to  spheroiding  is  materially  overcome  by  the  use  of 
the  peculiar  manner  in  which  their  alloy  is  compounded;  that  it  mixes 
with  a  minimum  amount  of  mercury,  and  hardens  sufficiently  in  twenty 
minutes  to  take  a  beautiful  polish,  and  that  it  retains  its  color  in  the 
fluids  of  the  mouth.  A  sample  filling  is  shown  in  the  mouth  which  has 
been  in — months  or  years,  and  is  still  as  beautiful  in  color  as  the  day  it 
was  inserted.  The  assertion  is  made  that  by  use  of  the  improved'and  ex- 
pensive machinery  employed  in  the  cutting  of  their  alloy,  a  peculiar 
shaving  or  cutting  is  made,  which,  presenting  as  it  does  a  greater  surface 
of  metal  to  the  action  of  the  mercury,  accomplishes  the  proper  mixmg 
with  the  materials  with  less  mercury  than  most  alloys.  Occasionally  an 
agent  has  for  sale  an  alloy  which  is  said  to  contain  a  certain  proportion 
of  aluminum,  and  for  this  the  most  extravagant  claims  are  made.  These 
relate  chiefly  to  the  beautiful  color  and  quick  setting,  together  with  the 
ability  to  beautifully  polish  at  the  same  sitting,  and  the  permanence  with 
which  the  whiteness  is  retained. 

A  satisfactory  scientific  explanation  of  the  superiority  of  aluminum 
over  other  ingredients  is  not  forthcoming:  and  if  the  dentist  will  refer 
to  the  authorities,  particularly  to  Flagg,  he  w411  find  that  the  use  of 


550  THE   PRACTICE   BUILDER 

aluminum  is  extremely  questionable.  The  dentist  should  guard  against 
the  adoption  of  unusual  innovations  in  the  preparation  of  alloys.  He 
cannot  afford  to  experiment  on  his  patrons.  Better  to  adopt  one  of  the 
well  known  standard  alloys,  and  stick  to  it. 

The  price  marked  upon  the  bottle  or  package  may  be  $4.00  or  near 
that  amount;  but  for  an  order  of  four  ounces  a  very  liberal  reduction 
will  be  given — a  reduction  that  is  usually  out  of  all  proportion  to  the 
size  of  the  order.  P>equent  attempts  are  made  to  leave  ten  ounces,  to  be 
paid  for  when  the  salesman  calls  again;  these  should  be  discouraged. 

In  our  remarks  on  the  subject  of  alloys  we  wish  particularly  to  state 
that  many  persons  are  engaged  in  the  manufacture  and  sale  of  really 
good  alloys,  who  do  not  make  or  sell  anything  else.  We  wish  we  could 
say  the  same  of  all — but  we  cannot. 

Few  of  the  things  in  daily  use  by  the  dentist  have  afforded  such 
opportunity  for  misrepresentation  and  deception  of  every  sort  as  has  the 
local  anaesthetic.  For  nearly  ten  years  dentists  have  been  the  object  of 
the  most  devoted  attention  by  manufacturers  of  local  anaesthetics  for  the 
painless  extraction  of  teeth.  For  a  time  there  was  hardly  a  mail  in 
which  the  dentist  did  not  receive  a  circular  soliciting  him  to  use  some 
one  of  these.  A  wonderful  variety  was  offered,  including  the  usual 
liquid  form,  together  with  pastes,  tablets,  pencils,  etc.,  until  there  were 
hundreds  of  preparations  upon  the  market.  In  many  instances  com- 
fortable fortunes  have  been  made  from  them.  Shortly  after  the  intro- 
duction of  the  local  anaesthetic,  the  promoters  of  the  enterprise,  seeing 
the  avidity  with  which  the  idea  was  taken  hold  of,  began  the  sale  of  ex- 
clusive city  rights;  in  this  there  was  of  course  a  great  deal  more  profit 
than  in  the  sale  of  the  anaesthetic,  for  they  were  really  getting  money 
for  nothing,  or  simply  for  the  right  to  use  the  name  of  the  preparation, 
and  for  insuring  to  the  user  or  lessee  the  advertising  value  of  its  name. 

Many  of  the  preparations  were,  and  are  still  meritorious;  but,  as  is 
always  the  case,  the  market  soon  became  flooded  with  hundreds  of 
anaesthetics  that  were  positively  harmful,  and  dangerous  to  human  life. 
The  percentage  of  cocaine  was,  in  many  instances,  greatly  in  excess 
of  the  amount  necessary,  and  in  consequence  the  danger  from  the  use 
of  the  preparation  was  greatly  enhanced.  Indeed,  the  matter  has  been 
taken  hold  of  several  times  by  the  editors  of  the  most  prominent  dental 


THE    PRACTICE    BUILDER  55 1 

journals,  and  has  been  made  the  subject  of  much  serious  comment;  as 
it  should  be,  because  of  its  importance  upon  the  status  of  the  dental 
profession,  and  regard  for  the  safety  of  patients. 

Several  times  suggestions  have  been  made  touching  the  necessity 
for  legislative  enactments  relative  to  the  manufacture  and  use  of  these 
compounds.  In  nearly  every  instance  great  stress  has  been  laid  upon 
the  statement  that  there  is  no  cocaine  in  these  preparations,  when  it  is  a 
fact  so  clearly  established  as  to  make  any  denial  unnecessary,  that  most, 
if  not  all  local  anaesthetics  vended  in  this  manner  depend  for  their  suc- 
cess upon  the  presence  of  a  certain  proportion  of  cocaine — usually  less 
than  one  per  cent.  That  successful  local  anaesthetics  containing  no  co- 
caine are  in  daily  use  cannot  be  denied,  for  there  are  several  which  have 
for  years  maintained  their  popularity,  in  which  not  the  slightest  vestige 
of  cocaine  is  to  be  found. 

It  was  not  solely  upon  the  merit  of  the  anaesthetic  that  the  pro- 
prietors depended,  after  the  market  had  been  gorged  with  the  hundred 
or  more  compounds,  but  upon  the  premium  offers  made  to  induce  the 
dentist  to  purchase.  When  the  preparation  is  sold  by  the  travelling 
agent,  the  ofifer  usually  takes  the  shape  of  a  very  liberal  reduction  in 
price;  and  we  have  known  of  an  anaesthetic  selling  at  Si. 50  per  ounce 
being  ofifered  as  low  as  50  cents,  "just  for  trial;"  as  even  at  that 
price  there  is  a  profit  of  no  inconsiderable  amount.  No  anaesthetics 
should  be  purchased  of  travelling  vendors  unless  the  purchaser  is  per- 
sonally acquainted  with  the  salesman  and  has  unlimited  confidence  in 
his  integrity.  Much  damage  has  resulted  from  the  use  of  preparations 
compounded  by  persons  totally  ignorant  of  the  nature  and  use  of  the 
drugs  entering  into  their  manufacture.  Many  times  the  very  appear- 
ance of  the  compound  shows  that  it  was  carelessly  put  up ;  sometimes 
quite  large  pieces  of  sediment  and  foreign  matter  plainly  indicate  that 
it  has  not  been  carefully  filtered,  if  filtered  at  all. 

To  force  the  sale  of  local  anaesthetics  various  plans  have  been 
adopted;  among  which  may  be  mentioned: 

The  free  hypodermic  syringe;  while  the  anaesthetic  may  be  worthy 
of  much  confidence,  the  manufacturers  give  much  more  praise  to  the 
hypodermic  syringe  than  they  do  to  the  preparation.  Usually  a  syringe 
is  given  with  the  first  trial  order.    A  package  of  cement  is  also  offered  as 


55: 


THE   PRACTICE   BUILDER 


an  inducement  to  try  an  ounce.  A  set  of  teeth,  either  gum  or  plain,  is 
a  premium  advertised  by  several  concerns.  Advertising  cuts,  specially 
intended  to  advertise  the  particular  preparation,  are  sometimes  given 
with  an  order  for  a  specified  amount.  Glass  signs  for  use  outside  of  the 
office  are  offered  as  inducements  to  buy  in  (juantities — usually  in  $10.00 
orders. 

One  of  the  boldest  and  most  disgraceful  others  ever  made  was  that  of 
a  concern  which  sent  out  circulars  offering,  to  anyone  who  would  buy 
a  certain  amount,  a  large  certificate,  written  in  Latin,  and  so  arranged 
as  to  look  like  a  diploma;  the  manufacturers  claimed  that  it  was  very 
finely  executed,  and  when  framed  and  hung  upon  the  wall  had  all  the 
appearance  of  a  genuine  diploma  "  which  would  be  a  very  great  ad- 
vantage to  all  dentists  who  have  not  a  diploma,  and  who  are  not  regular 
graduates." 

Again,  after  having  sold  large  amounts,  the  ofier  is  sometimes  made 
to  furnish  the  purchaser  with  the  formula,  so  that  he  can  prepare  his  own 
anaesthetic  at  home,  at  a  very  great  saving. 

Another  plan  was  to  offer  a  local  anaesthetic  which  was  claimed  to 
have  done  wonderful  things,  and  to  give  with  an  order  for  it,  the  book 
written  by  the  owner,  wherein  is  told  everything  that  it  is  necessary  to 
know  about  local  anaesthetics  in  dental  surgery.  The  book  is  advertised 
as  bound  in  leather  and  lettered  in  gold,  and  some  of  the  advertising 
matter  is  accompanied  by  a  cut  of  the  book  which  would  lead  one  to 
think  it  a  most  voluminous  and  exhaustive  affair;  but  when  received  it 
is  found  to  be  a  small  sixteen  or  eighteen  page  booklet,  bound  in  leather 
and  lettered  in  gold;  the  greater  portion  of  the  text  of  which  is  taken 
up  with  references  to  the  particular  anaesthetic  of  the  publisher,  and 
how  to  use  the  hypodermic  needle,  while  absolutely  nothing  of  any 
value  is  told  about  anaesthetics  nor  about  local  anaesthesia  in  dental 
surgery. 

Advertising  fakirs  are  numerous  and  their  devices  are  sometimes 
very  ingenious  and  their  arguments  convincing.  Most  young  practi- 
tioners throw  away  a  great  many  dollars  by  listening  to  the  glowing 
tales  told  by  advertising  solicitors.  Usually  the  canvassing  is  done 
by  a  person  who  visits  several  towns  or  cities,  and  the  advertising  is 
what  is  known  as  "  scheme  advertising."    Scheme  advertising  is  that 


THE    PRACTICE    BUILDER  553 

which  permits  the  agent  to  give  something  away — by  having  the  ad- 
vertisers pay  for  it;  as  for  instance,  hotel  registers,  hotel  display  direc- 
tories, etc.  The  agent  approaches  the  dentist  with  a  letter  from  the  per- 
son to  whom  the  advertisement  (hotel  register)  is  to  be  presented.  The 
letter  states  that  the  proprietor  vvould  consider  it  a  favor  if  the  dentist 
would  place  a  card  in  the  directory,  and  that  he  (the  proprietor)  would 
in  return  send  the  hotel  patronage  to  him.  As  the  people  who  sign 
their  names  on  hotel  directories  do  not  stop  to  look  at  the  advertise- 
ments, it  must  be  apparent  that  whatever  is  paid  out  is  just  so  much 
money  thrown  away;  it  follows  that  no  person  of  any  experience  will 
place  an  advertisement  in  mediums  of  this  sort. 

Among  the  schemes  which  are  used  by  travelling  agents  may  be 
mentioned:  hotel  room  cards,  printed  on  cardboard  or  on  fancy  colored 
satin,  and  ornamented  with  more  or  less  trinkets,  upon  which  are 
printed  the  rules  and  regulations  of  the  house,  surrounded  with  cards  of 
business  and  professional  men.  It  is  throwing  money  away  to  adver- 
tise in  such  a  medium ;  the  circulation  is  limited  to  the  number  of  rooms 
in  the  house,  and  those  who  see  it  are  transients,  and  of  no  value  to  a 
dentist.  Probably  not  one  out  of  a  hundred  occupying  a  room  ever 
looks  at  the  card. 

Advertisements  engraved  on  silver  plate,  on  hotel  inkstands,  have 
the  disadvantage  of  costliness  in  addition  to  utter  worthlessness. 

Sometimes  an  agent  applies  with  a  batch  of  blotters  which  he  is  to 
distribute  to  the  most  prominent  business  houses,  and  on  which  he  will 
permit  advertisers  to  place  a  card,  for  a  consideration;  the  considera- 
tion is  out  of  all  proportion  to  the  circulation  of  the  blotters,  and  the 
blotters  are  an  exceedingly  poor  advertisement. 

Besides  the  usual  hotel  register,  there  is  one  richly  gotten  up  and 
elegantly  bound  in  leather,  so  arranged  that  business  cards  may  be 
printed  on  the  space  between  the  printed  pages  and  the  edge  of  the 
binding.  It  makes  a  pretty  advertisement,  but  it  costs  too  much  and 
does  no  good. 

Hotel  stationery  is  sometimes  put  up  in  pads  and  advertising  cards 
placed  on  the  cover  and  blotter,  and  the  stationery  furnished  free  to  the 
hotel.    It  is  not  a  good  way  to  advertise,  and  cannot  pay. 

Large  time-tables  are  hung  up  in  hotels,  showing  arrival  and  de- 


554 


THE   PRACTICE   BUILDER 


parture  of  trains  on  tlic  different  roads;  and  in  the  post  office,  showing 
arrival  anil  departure  of  mails,  etc.;  around  this  information  business 
cards  of  the  various  firms  are  placed.  The  charge  is  from  five  to 
fifteen  dollars,  which  is  too  much.  The  cards  are  rarely  looked  at; 
fre(iuently  the  whole  thing  is  thrown  into  the  rubbish  room  at  the 
hotels,  as  so  many  come  along  that  if  all  were  allowed  a  place  the  whole 
house  might  be  cluttered  up  with  them.  Post  oflfice  guides  are  issued, 
in  the  shape  of  a  pamphlet,  containing  information  regarding  foreign 
and  domestic  mails;  in  the  centre  pages,  advertising  cards  are  inserted 
at  a  charge  of  eight  to  ten  dollars.  An  excessive  charge,  and  an  un- 
profitable medium. 

Church  directories,  whether  in  tlie  form  of  booklets  containing 
names  of  the  members,  or  other  information,  are  not  worthy  of  at- 
tention. 

Fire  alarm  cards  are  not  good  mediums  in  which  to  advertise;  the 
part  of  the  card  on  which  the  real  information  is  printed  is  always  cut 
out,  so  that  the  advertising  cards  are  destroyed. 

Railway  maps  on  rollers,  which  the  advertising  agent  claims  are  to 
be  distributed  and  hung  up  in  every  post  office,  railroad  station,  and 
general  store  in  the  county,  is  another  scheme.  If  the  advertiser  pays 
the  price  asked,  he  is  foolish,  for  he  may  look  a  long  time  and  not  see 
the  advertisements  anywhere  in  the  county. 

A  scheme  which  attained  some  vogue  some  time  since,  and  which 
is  still  in  operation  is  the  coupon  scheme:  By  this  plan  the  merchants 
and  others,  in  a  town  or  city,  subscribe  to  the  conditions  of  the  agent 
by  paying  a  stipulated  amount.  Every  person  purchasing  at  these 
stores,  or  having  work  done  at  the  ofifice  of  a  dentist  who  may  be  a  sub- 
scriber to  the  plan,  asks  for  a  coupon-book,  and  for  each  dollar's  worth 
of  purchases  receives  a  coupon  good  for  five  cents;  as  the  coupons  are 
good  in  several  lines  of  business  it  does  not  take  long  to  accumulate 
enough  coupons  to  amount  to  several  dollars.  These  coupons  are  then 
taken  to  the  agent,  or  sent  to  the  home  office,,  where  they  are  accepted 
as  full  payment  in  subscription  for  almost  any  magazine  or  journal  pub- 
lished. The  scheme  may  or  may  not  be  a  good  one  for  mercantile 
houses,  but  it  certainly  is  not  good  for  dentists,  because  it  is  undignified 
and  unprofessional;   partaking,  as  it  does,  so  much  of  the  usual  com- 


THE  PRACTICE  BUILDER  555 

petitive  trade  methods.  The  plan  does  not  last  long,  as  the  merchants 
soon  tire  of  it,  giving  as  they  do  a  discount  of  five  per  cent,  on  every 
purchase  of  one  dollar.  The  same  plan,  slightly  modified,  is  sometimes 
employed  by  grocers,  who  permit  advertisements  to  appear  on  pass 
books  given  to  their  patrons,  and  to  be  placed  on  the  coupons  in  the 
pass-book.    The  idea  is  not  a  worthy  one  and  should  be  avoided. 

A  subscription  scheme  which  has  been  and  is  still  being  worked  very 
profitably,  is  the  "  County  Atlas  "  scheme;  sometimes  it  is  an  illustrated 
county  history,  containing  portraits  of  the  leading  citizens  and  of  the 
finest  public  buildings  and  private  residences. 

No  matter  which  it  hapens  to  be,  Atlas  or  History,  the  purpose  is 
the  same — that  of  securing  a  very  high  price  for  a  volume  of  limited 
circulation  and  containing  information  that  every  one  is  already  pos- 
sessed of,  or  which  can  be  had  for  much  less  money. 

In  most  instances  it  is  the  practice  of  the  solicitor  to  offer  to  insert 
half-tone  reproductions  of  photographs  of  business  and  professional 
men,  at  from  fifteen  to  twenty-five  dollars;  the  sum  to  include  a  copy  of 
the  work.  The  subscriber  signs  a  contract,  and  when  the  work  is  ready 
he  finds  that  it  rarely,  if  ever,  conforms  to  the  claims  as  made  for  it  in  the 
proof  pictures.  No  satisfaction  can  be  had  when  the  agent  has  failed 
to  keep  his  agreement,  which  is  usually  a  verbal  one,  and  there  is  noth- 
ing left  but  to  pay  the  bill  and  avoid  a  law  suit.  The  contract  as  signed 
by  the  subscriber  merely  states  that  he  agrees  to  pay  for  one  copy  of  the 
Atlas,  or  History;  and  the  publisher  may  furnish  just  such  an  one  as  he 
sees  fit,  and  the  subscriber  must  take  it,  and  charge  the  amount  to 
experience. 

Coming  now  to  the  subject  of  criminal  fakirs,  we  take  first  the  fake 
beggar.  He  is  often  one  who  is  suffering  from  a  self-inflicted  injury. 
Perhaps  he  states  that  he  has  been  very  seriously  burned,  and  asks  for  a 
small  sum  to  help  him  pay  his  doctor  bill,  or  something  to  that  efifect; 
in  support  of  his  statement  he  shows  a  paper  on  which  several  people 
have  testified  to  their  sympathy  for  him.  He  carefully  unwraps  a  cloth 
from  his  arm  or  leg  and  exposes  to  view  a  hideous  sore,  the  member 
raw  and  matterated,  a  sight  sufiticiently  convincing  to  induce  many  to 
give  freely.  The  beggar  causes  the  sore  himself  by  deliberately  apply- 
ing sulphuric  acid;  the  result  is  in  appearance  a  burn  that  is  horrible 


556  THE   PRACTICE   BUILDER 

to  look  at.  and  it  is  astoundint;  to  tliink  that  a  person  could  do  such  a 
thing  to  atifortl  a  means  by  which  to  gain  money.  lUit  this  is  a  strange 
world,  as  some  worthy  has  sagely  remarked. 

Another  beggar  enters  the  office,  cleanly  and  neatly  dressed  per- 
haps, but  nevertheles-s  a  beggar.  He  shows  a  wounded  leg  or  arm,  and 
states  that  while  pursuing  his  studies  in  the — medical,  dental,  or  phar- 
maceutical school  some  chemicals  exploded,  inflicting  the  injury.  He 
shows  a  letter,  written  on  the  stationery  of  the  institution,  and  signed 
apparently  by  a  member  of  the  faculty,  and  he  succeeds  in  most  in- 
stances in  securing  some  aid.  As  he  confines  his  attention  chiefly  to 
physicians,  dentists,  and  druggists,  it  is  not  necessary  for  him  to  call 
on  many  to  receive  a  handsome  profit  for  his  day's  work.  The  peculiar 
nature  of  his  misfortune  is  something  that  is  entirely  familiar  to  anyone 
who  has  pursued  either  of  the  above  professions,  because  all  have  dur- 
ing their  college  course  been  compelled  to  study  chemistry,  and  know 
that  not  infrequently  a  student  loses  the  sight  of  an  eye  or  is  otherwise 
harmed  by  the  accidental  explosion  of  chemicals.  The  young  man 
states  that  the  medical  attention  necessary,  and  the  loss  of  time  through 
inability  to  work  has  cost  him  the  savings  of  years;  and  if  he  does  not 
raise  an  amount  sufficient  to  defray  his  expenses  for  the  next  college 
term  he  will  be  unable  to  graduate,  and  thus  the  ambition  of  a  lifetime 
will  be  crushed.  He  is  usually  a  young  man  of  intelligence,  and  tells 
his  tale  with  apparent  honesty.  His  credentials  are  generally  forged, 
and  when  he  presents  them  he  should  be  politely  but  firmly  informed 
that  you  have  no  money  for  him. 

Sometimes  a  beggar  will  apply,  requesting  money,  and  when  told 
that  he  should  go  to  the  county  officials  for  help,  or  to  any  one  of  the 
charitable  organizations  in  nearly  every  town,  he  replies  that  he  has 
already  done  so  but  they  cannot  do  anything  but  help  him  to  the  county 
line.  The  dentist  should  answer  that  this  is  enough,  and  that  he  has  no 
right  to  ask  for  anything  more. 

The  "  masonic  widow  "  is  also  a  fake,  in  many  instances,  as  she  has 
nothing  to  show  to  prove  that  she  is  a  masonic  widow.  She  usually 
has  for  sale  some  trifling  article  of  no  value,  and  as  she  asks  but  a  small 
fee  for  it,  it  is  probably  best  to  buy  in  order  to  get  rid  of  her. 

We  now  call  attention  to  several  fakes  which  are  operated  generally 


THE   PRACTICE   BUILDER  557 

in  the  large  cities,  but  some  of  them  are  used  in  the  smaller  towns. 
Among  the  first  of  these  are  the  fictitious  charitable  institutions;  for 
several  years  these  sharks  that  live  off  the  public  have  solicited  for 
hospitals,  missions,  and  churches  that  have  never  existed.  The  average 
man  does  not  know  whether  or  not  there  is  any  Ebenezer  Baptist 
Church,  and  when  appealed  to  in  the  name  of  this  imaginary  church 
he  may  respond,  but  his  money  will  go  no  further.  Probably  there 
never  was,  and  never  will  be  a  church  of  that  name.  There  are  some 
twenty  purely  fictitious  charitable  institutions,  all  with  high-sounding 
titles,  that  have  defrauded  the  public  with  great  success. 

Sometimes  two  coffee-colored  individuals  enter,  and  unload  a  few 
pocketfuls  of  documents,  printed  slips,  forms,  indorsements,  and  peti- 
tions headed  with  the  name  of  a  more  or  less  prominent  citizen.  The 
colored  worthies  state  that  they  are  collecting  money  for  an  Afro- 
Methodist  Church,  to  be  built  in  the  Indian  Territory,  and  they  would 
like  to  receive  a  donation  of  five  dollars  from  the  person  addressed.  If 
the  person  demurs,  the  colored  gentlemen  will  argue  in  the  interest  of 
their  case,  and  if  the  intended  victim  is  unrelenting,  they  will  show  an- 
other printed  form  whereon  the  person  may  subscribe  a  donation  of 
fifty  or  twenty-five  cents.  Any  thoughtful  man  would  of  course  make 
mental  note  of  the  fact  that  it  would  be  well  for  the  Afro-Methodist 
Church  if  they  asked  for  donations  near  at  home  instead  of  sending 
solicitors  to  distant  states. 

The  next  class  is  that  of  institutions  not  worthy :  Some  two  or  three 
swindlers  take  out  a  charter  for  a  benevolent  order,  or  for  some  labor 
organization.  Any  one  can  secure  a  charter  by  the  payment  of  a  small 
fee.  Armed  with  this,  and  a  subscription  list,  the  swindlers  make  the 
rounds.  Perhaps  they  induce  some  well-known  men  to  contribute. 
These  names  appear  to  be  a  guaranty  of  the  worthiness  of  the  enter- 
prise. Solicitors  talk  plausibly,  and  are  persistent  in  their  demands. 
Often  enough  they  secure  money.  Much  of  the  swindling  of  this  kind 
is  perpetrated  in  the  name  of  "  labor."  The  solicitors  prove  that  they 
represent  a  "  chartered  "  organization,  in  which  the  word  "  labor  "  ap- 
pears prominently.  They  tell  the  business  man  that  unless  he  shows 
a  friendly  disposition  he  will  not  be  favored  by  the  "  workingmen,"  and 
thus  by  hints  of  boycott  they  obtain  subscriptions.    It  is  estimated  by 


558  THE  PRACTICE   BUILDER 

an  information  bureau,  that  in  one  year,  in  the  city  of  Chicago,  $100,000 
is  fraudulently  collected  in  the  name  of  labor.  Not  one  cent  of  this 
money  ever  reaches  any  bona  fide  labor  organization. 

Soliciting  on  commission:  Suppose  that  some  worthy  club,  charit- 
able institution,  or  benevolent  order  decides  to  give  an  entertainment 
of  some  kind.  Immediately  it  is  approached  by  the  men  who  make  a 
business  of  selling  tickets  on  commission.  Usually  they  ask  a  com- 
mission of  fifteen  to  twenty-five  per  cent,  on  all  sales.  Often  enough, 
armed  with  the  authority  of  some  reputable  organization,  thev  go  to 
well-known  corporations  and  business  men  to  sell  these  tickets.  The 
purchaser  says  he  is  willing  to  buy  ten,  twenty  or  even  fifty  tickets,  but 
as  he  has  no  use  for  them,  he  does  not  take  the  tickets,  and  merely 
gives  his  money  in  the  form  of  a  donation.  In  such  a  case  the  money 
does  not  go  to  the  organization.  The  solicitor  merely  accounts  for 
tickets  placed  in  his  hands.  Even  when  the  tickets  are  sold  and  de- 
livered, the  purchaser  does  not  know  that  25  per  cent,  of  his  money 
is  going  to  the  man  who  sells  the  tickets. 

Private  militia  organizations:  There  are  a  number  of  these  organiza- 
tions in  most  of  the  large  cities;  some  of  them  worthy  in  themselves, 
but  they  have  been  used  to  further  the  interests  of  swindlers.  Business 
men  and  others  subscribe  directly  and  indirectly  to  the  support  of  these 
organizations,  supposing  that  they  are  a  part  of  the  state  militia,  and 
are  subject  to  call  in  case  of  riot  or  other  public  disturbance.  The 
alleged  representative  of  one  of  these  private  military  companies  col- 
lected $5,000  during  the  strike  period  of  1894  in  Chicago,  although  the 
company  was  not  in  service  at  any  time  and  was  not  subject  to  the  call 
of  the  National  Guard. 

Support  more  than  sufficient:  A  man  may  open  a  mission,  and 
start  out  to  collect  money  for  the  support  of  the  work.  He  is  his  own 
treasurer  and  bookkeeper,  and  is  accountable  to  no  church  or  other 
organization  for  the  money  placed  in  his  hands.  There  have  been  cases 
in  which  these  missions  have  collected  and  misappropriated  money. 

Fictitious  clubs  and  societies:  Of  these  there  are  a  hundred  or  more, 
and  new  ones  with  the  most  elaborate  titles  are  springing  up.  A  few 
smart  men  invent  a  name  for  a  club,  have  i.ooo  tickets  printed,  at  a  cost 
of  $2.00,  and  they  are  ready  to  do  business  with  the  public.    In  some 


THE  PRACTICE   BUILDER  559 

cases  these  men  have  been  arrested  with  satchels  full  of  tickets,  and  it 
has  been  shown  that  they  have  engaged  no  park  for  the  proposed 
"  picnic,"  and  that  they  are  the  only  members  of  the  so-called  "  club;  " 
yet  it  has  been  impossible  to  convict  them. 

Fraudulent  publications:  There  are  solicitors  who  take  money  for 
phantom  publications.  One  successful  operator  gets  out  fifteen  books 
or  "  registers,"  each  under  a  different  title,  but  the  only  difference  be- 
tween them  is  the  cover.  He  has  one  book  and  fifteen  different  kinds  of 
covers.  This  may  or  may  not  be  fraud,  but  it  is  something  that  would 
interest  advertisers. 

The  advertising  "  certificate,"  regarding  which  warning  is  given, 
is  a  very  smooth  swindle:  A  solicitor  calls  on  an  advertiser,  and  by 
offering  liberal  terms,  induces  him  to  put  an  advertisement  in  his  pub- 
lication. 

"  Now,"  says  the  solicitor,  "  I  want  you  to  certify  that  you  have 
taken  this  advertisement,  and  what  the  price  is,  so  I  can  make  my 
report  to  the  publisher." 

The  certificate  is  harmless.    It  reads : 

To  THE  Publishers  :  This  is  to  certify  : 

That  the  undersigned   has  this   day 
Paid  for  advertising  ordered  inserted  in  the 


department  of  your   pubHcation,  edition  of headings  amounting  to 

the    sum    of    $ Dollars, 

as  per  contract  shown  payable  after  publication. 

Name, 

Collector,  Street. 

Dist.  Manager, 
189— 

As  shown  in  the  illustration,  this  certificate  can  be  cut  in  two  pieces 
so  that  the  right  hand  piece  will  read : 

This  is  to  certify  that the  undersigned  has  this  day  ordered 

inserted  in  the edition   of headings  amounting 

to Dollars,  payable  after  publication. 

Name,  

Collector,  Street. 

Dist.  Manager, 
i8q — 


56o  THE   PRACTICE  BUILDER 

The  solicitor,  in  first  filling  out  the  certificate,  places  the  amount  in 
dollars  to  the  left  of  the  sheet  so  that  it  is  cut  off,  leaving  the  space  in 
front  of  the  word  "  dollars  "  to  be  filled  in  with  any  amount.  The 
signer  has  no  duplicate  of  the  original  certificate.  His  signature  is 
there.  The  guileless  gentleman  who  comes  in  to  collect  on  the  con- 
tract knows  nothing  about  the  original  agreement.  And  there  you 
are. 


To  THE  Publishers.  This  is  to  certify  : 

That the  undersigned  has  this 

Paid  for  advertising  day   ordered   inserted    in    the  

department  of  your  publi-  edition  of  headings  amounting 

cation,  to 

the  sum  of  $  . _  Dollars. 

as  per  contract  payable  after  publication. 

Collector.  Name, 

Dist.  Manager. 


189 —  _ Street. 

There  are  sharks  and  swindlers  operating  in  the  names  of  widows, 
old  soldiers,  and  crippled  brakemen.  They  give  street  addresses,  and 
in(|uiry  reveals  the  fact  that  in  three-fourths  of  the  cases  the  street 
numbers  belong  to  vacant  lots. 

One  of  the  boldest  swindlers  was  that  of  a  man  who  started  a  manual 
training  school,  on  paper,  and  collected  money  until  he  saw  the  jail 
yawning  for  him;  then  he  adopted  a  more  cautious  plan,  and  leased  a 
lot,  and  on  that  lot  placed  a  corner-stone.  This  stone  was  the  begin- 
ning of  the  St.  Paul's  Evangelist  Methodist  Church.  He  put  the  stone 
there  as  an  evidence  of  good  faith,  to  demonstrate  that  he  meant  busi- 
ness. He  collected  money  on  the  strength  of  his  sanctimonious  manner 
and  oily  conversation.  The  corner-stone  is  still  there.  The  St.  Paul's 
Evangelist  Church  will  not  be  constructed  for  some  time,  at  least  not 
until  the  self-sacrificing  j\Ir.  Lenox,  late  of  Chicago,  serves  out  his  term 
in  a  Canadian  penitentiary. 

It  has  been  said,  and  there  is  a  great  deal  of  truth  in  it  too,  that  half 
the  people  in  the  world  live  to  swindle,  and  the  other  half  live  to  be 
swindled. 

There  is  one  thing  to  do  that  is  alwavs  safe;   viz.:    Not  to  give  to 


THE  PRACTICE  BUILDER  561 

beggars,  no  matter  how  urgent  their  appeals;  ninety-nine  times  out  of  a 
hundred  they  are  totally  unworthy.  Where  a  person  asking  aid  is  a 
resident  of  the  town  or  city,  and  sufficient  evidence  of  his  worthiness 
is  produced,  it  may  be  proper  to  help;  but  usually  the  only  occupation 
of  a  beggar  is  begging.  It  is  best  to  show  at  once  that  you  have  nothing 
to  give. 

It  sounds  very  pitiful,  of  course,  to  hear  of  seven  small  children,  no 
work,  a  sick  wife,  and  a  broken  leg;  but  when  you  stop  and  think  that 
it  is  a  lie,  it  is  not  so  bad,  after  all.  The  variety  of  stories  that  are  told 
would  fill  a  book,  and  it  may  sometimes  seem  hard  to  keep  from  helping 
the  applicants;  but  when  you  consider  that  they  are  making  more 
money,  by  less  work,  than  you  are,  you  may  understand  your  position 
in  the  matter. 

If  a  dentist  were  to  stop  and  calculate  how  much  money  he  gives 
away  in  a  year  to  fakirs,  etc.,  he  would  be  very  much  surprised  at  the 
total.  Refrain  from  subscribing  to  the  hundred  and  one  clap-trap 
schemes  that  are  constantly  being  presented.  In  most  instances  you 
get  no  more  for  your  money  than  if  you  bought  from  a  dealer,  and  you 
run  the  chance  of  being  swindled,  or  being  caught  by  a  contract  which 
does  not  tell  the  whole  story.  So  when  a  man  comes  in  and  shows  you  a 
prospectus  of  a  beautifully  illustrated  book,  in  278  parts,  at  so  much 
per  part;  or  has  an  advertising  scheme  that  is  going  to  do  wonders, 
tell  him  you  haven't  the  money  nor  the  inclination  to  accept;  and  that 
if  you  had  the  money,  your  inclination  would  be  to  keep  it. 


The  Use  and  Abuse  of  Credit 

"  He  that  dies  pays  all  debts  " 

Commercial  credit  is  the  name  of  that  trust  which  is  reposed  in  men 
because  of  their  character  and  resources.  It  is  an  estimate  of  abihty, 
and  of  the  disposition  to  fulfill  business  engagements;  it  confers  pur- 
chasing power  to  command  the  industry  or  the  capital  of  others. 

Credit  is  the  opposite  of  money,  for  it  pays  nothing.  Debt  is  a  thing 
to  be  paid,  and  money  is  the  thing  that  pays.  But  the  value  which  at- 
taches to  a  person's  word,  the  skill  and  experience  he  has  acquired,  and 
the  relations  he  has  established  must  surely  be  considered  in  some  sense 
as  capital. 

The  man  who  buys  with  money  uses  the  realized  profits  of  the  past. 
If  he  buys  upon  credit,  he  utilizes  the  present  value  of  a  future  payment. 
He  promises  to  pay  a  sum  of  money,  and  gives  the  creditors  a  right  of 
action  against  him  if  he  fails  to  pay;  this  is  the  legal  basis  of  credit.  If 
by  the  lapse  of  time,  or  by  a  bankrupt  law,  he  is  legally  discharged, 
the  obligation  is  not  thereby  extinguished.  The  creditor  is  merely 
denied  the  use  of  the  law  to  enforce  his  claim. 

Credit  neither  creates  nor  destroys  capital ;  it  merely  transfers  to  the 
debtor  the  property  of  the  creditor,  and  one  is  plus  only  as  much  as  the 
other  is  viinus.  Credit  is  a  tax  upon  labor,  because  prices  on  credit  are 
higher  than  for  cash.  Those  who  take  credit,  and  pay,  are  charged  to 
make  up  losses  from  those  who  take  credit  and  do  not  pay.  The  good 
are  the  insurers  of  the  bad,  and  cash  discounts  show  the  cost  of  credit; 
no  one  becomes  bankrupt  who  does  not  owe;  credit  is,  therefore,  a 
cause  of  bankruptcy.  Credit  favors  extravagance  and  speculation ;  it 
is  easy  to  risk  money  which  has  cost  neither  labor  nor  self-denial,  but 
which  is  evidenced  merely  by  a  promise  to  pay  hereafter.    Social  econo- 

562 


THE  PRACTICE   BUILDER  563 

mists  know  that  a  family  which  buys  its  supphes  on  credit  spends  much 
more  than  if  it  pays  cash. 

Credit  stimulates  demand  and  raises  prices;  yet  it  is  often  a  bless- 
ing to  the  sick  or  unemployed  workman,  because  it  enables  him  to  draw 
upon  the  future  for  his  necessities. 

Credit  pays  capital  for  permitting  itself  to  be  employed  in  produc- 
tion, and  transfers  it  from  hands  that  cannot  use  it,  to  hands  that  can. 
It  enables  those  who  have  industry,  but  no  capital,  to  enjoy  the  ad- 
vantage of  both,  and  to  move  commodities  over  the  civilized  world  from 
producer  to  consumer. 

Without  credit,  the  present  business  of  the  world  could  not  be  trans- 
acted; not  all  the  gold  ever  taken  from  the  earth  could  perform  its 
service.  It  constructs  railways,  opens  mines,  improves  farms,  and  builds 
houses;  it  is  the  soul  of  commerce,  an  agent  and  promoter  of  civiliza- 
tion wherever  human  energies  can  be  exerted. 

Credit  is  the  fruit  of  a  settled  condition,  and  was  therefore  unknown 
in  the  early  stages  of  society.  It  has  succeeded  the  primitive  periods  of 
barter,  and  appears  only  when  the  observance  of  contracts  is  enforced  by 
public  authority.  Wise  and  beneficent  credit  follows  the  largest  per- 
sonal liberty,  but  is  opposed  to  every  form  of  misrule  and  anarchy  and 
flourishes  best  under  the  wing  of  Strong  and  secure  government. 

It  is  estimated  that  from  ninety  to  ninety-five  per  cent,  of  the 
world's  present  business  is  transacted  upon  credit.  Daniel  W^ebster 
declared  that  "  credit  has  done  more,  a  thousand  times,  to  enrich  na- 
tions, than  all  the  mines  of  the  world." 

Real,  or  metallic  money,  coined  by  public  authority,  is  the  standard 
measure  of  values ;  and  denotes  itself  an  exchangeable  value  equal  to  that 
of  the  amount  of  labor  required  to  mine  and  coin  it.  It  is,  therefore, 
not  only  a  measurer  or  medium  of  exchange,  but  an  object  of  exchange, 
like  other  products  of  labor  and  capital. 

It  is  this  intrinsic  property  which  insures  absolute  confidence  in  it, 
without  which  there  is  sure  to  be  confusion  and  distress.  One  of  the 
chief  causes  of  the  panic  of  1893  was,  that  while  gold  and  silver  were 
equal  in  legal  tender  qualities,  their  relative  value  was  unstable. 

The  price  of  the  thing,  which  is  its  trade  or  commercial  value,  may 
fluctuate  according  to  demand  and  supply;   money  is  also  subject  to 


564  THE    PRACTICE    BUILDER 

constant  oscillations  between  plenty  and  scarcity,  but  it  is  supposed  to 
stand  still  while  prices  of  other  things  move.  As  a  gold  dollar  is  a  unit 
of  value,  we  cannot  think  of  it  as  worth  more  or  less  than  a  dollar.  Its 
pulsations  of  commercial  value  are  not  registered  in  itself,  but  in  the 
prices  of  staple  commodities;  increase  their  supply,  and  they  become 
cheaper;  increase  the  relative  quantity  of  money  and  they  tend  to  rise 
in  price.  If  business  stagnates,  less  money  is  needed;  consequently 
it  becomes  more  abundant,  with  an  easy  rate  of  interest  which  encour- 
ages enterprise  and  advancing  prices. 

Perhaps  the  wealthy  actually  handle  less  money  than  the  poorer 
classes,  because  they  deal  chiefly  by  credit.  They  exchange  the  title  to 
money.  They  deposit  checks  in  bank,  and  draw  checks  upon  it.  The 
principal  function  of  the  bank  is  to  transfer  credits  from  one  account 
to  another,  and  it  neither  receives  nor  pays  out  much  cash  relatively  to 
the  amount  of  its  transactions.  It  has  been  said  that  the  bulk  of  current 
money  is  used  by  those  who  are  too  poor  or  too  little  known  to  obtain 
or  to  utilize  credit. 

Credit  must  rest  upon  some  substantial  foundation,  some  absolute 
stable  measure  and  representation  of  value;  and  to  furnish  this  is  the 
function  of  money. 

Every  debt  implies  a  credit,  and  all  the  debts  are  equal  to  all  the 
credits.  If  all  those  who  apply  to  the  dentist  for  credit  had  all  the  money 
they  needed,  and  could  pay  for  their  work  promptly,  the  financial  aspects 
of  the  practice  of  dentistry  would  be  vastly  improved.  Many  have 
entered  the  profession  in  the  last  ten  years,  actuated  by  no  other  mo- 
tives than  mere  financial  considerations,  only  to  be  gloriously  unde- 
ceived after  a  few  years  of  inside  experience.  Dentists,  and  professional 
men,  generally,  are  recognized  as  being  notoriously  poor  business  men. 
Dentists,  especially,  throw  heart  and  soul  into  an  ambition  to  excel 
in  the  technic  branches,  and  into  a  study  of  "  ologies."  This  breeds  a 
neglect  of  the  business  side  of  the  question.  This  should  not  be,  but  it 
is.  No  matter  how  skilful  a  man  may  be,  if  he  does  not  know  how  to 
turn  his  skill  not  alone  into  professional  distinction,  but  into  dollars  and 
cents,  he  will  be  a  failure  in  both,  because  both  are  necessary  to  personal 
advancement.  Without  the  finance  necessary  for  his  aims  his  success 
is  but  a  success  of  esteem;  but  with  both  financial  and  professional 
capital,  the  success  is  founded  on  a  surer  and  more  permanent  basis. 


THE  PRACTICE  BUILDER  565 

It  would  be  difficult  to  determine  whether  the  lack  of  financial  abil- 
ity on  the  part  of  dentists  is  caused  by  intense  application  to  the  study 
of  the  great  unsolved  questions  of  dentistry,  which  begets  indifference 
to  the  money  side  of  the  question,  and  dwarfs  the  commercial  spirit, 
or  whether  those  practitioners  never  had  any  commercial  spirit,  and 
sought  dentistry  as  a  means  of  further  developing  their  scientific  at- 
tainments. It  is  a  fact  patent  to  any  one  familiar  with  the  emoluments 
of  the  profession,  that  a  very  large  number  of  dentists  reach  old  age 
without  a  competency  such  as  should  reward  every  man  who  has  spent 
a  lifetime  in  a  vocation  so  exacting. 

Many  of  those  who  die  have  lived  in  straightened  circumstances 
during  the  later  years  of  their  lives.  Many  once  prominent  in  the  pro- 
fession, have  been  in  their  later  years  taken  care  of  by  charitable  in- 
stitutions, or  in  secret  society  homes.  This  is  indeed  a  sad  ending  to 
a  brilliant  career,  and  all  young  men  should  look  forward  with  the 
determination  to  evade  such  a  one.  It  is  a  reminder  of  the  necessity  of 
making  hay  while  the  sun  shines.  The  dentist's  market  value  decreases, 
except  in  a  few  exceptional  cases,  as  years  advance;  younger  and  more 
vigorous  men  are  rapidly  taking  the  places  of  those  who,  a  short  time 
since,  were  in  possession  of  large  and  exclusive  practices.  This  matter 
deserves  most  thoughtful  consideration,  because  of  the  numerous  in- 
stances of  men  who  have  reached  three  score  years  and  ten,  or  even 
four  score  years,  and  who  are  compelled  to  continue  in  active  practice 
when  they  should  be  able  to  pass  the  sunset  of  life  in  the  enjoyment  of 
the  fruits  of  their  years  of  toil.  This  subject  is  of  vital  interest  to  every 
dentist  in  the  world.  A  man  who  has  worked  all  his  life  in  the  service 
of  humanity  should  be  able,  when  old  age  comes,  to  pass  the  remainder 
of  his  days  in  ease;  the  service  which  dentistry  does  for  the  human 
family  should  entitle  its  members  to  this.  To  see  an  old  man  toiling  day 
by  day  at  the  nerve-racking  operation  of  filling  teeth,  after  having  be- 
come the  victim  of  all  the  infirmities  of  age,  is  a  pitiable  sight. 

These  serve  as  lessons  to  all  young  men  entering  the  profession,  and 
a  careful  consideration  of  the  matter  at  the  very  beginning  of  their 
careers  may  prove  of  much  benefit.  It  is  well  for  the  young  practitioner 
to  remember  that  all  of  dentistry  does  not  consist  in  knowing  how  to 
do  the  great  variety  of  operations  which  he  may  be  called  upon  to  per- 


566  THE  PRACTICE   BUILDER 

form, — to  fill  teeth  beautiluUy.  to  treat  diseased  conditions  with  suc- 
cess, and  to  put  on  artificial  crowns  and  bridges.  A  close  attention,  as 
well,  to  the  most  minute  details  of  the  practice  is  absolutely  necessary 
in  order  to  secure  the  benefits  of  our  toil,  and  this  is  but  supplementary 
to  the  operative  skill,  the  mechanical  abilit\-,  or  the  mental  attainments. 
This  .may  be  distasteful  to  the  man  of  high  professional  attainments 
who  loves  to  spend  his  time  in  the  investigation  of  the  tissues,  or  in 
any  one  of  the  various  lines  of  study  that  invite  the  attention  of  the 
student;  but  the  conditions  of  the  time  demand  that  attention  be  given 
to  these  things;  we  live  in  a  commercial  age;  no  calling  or  profession 
can  ignore  this  side  of  the  question. 

It  is  absolutely  necessary  to  conduct  a  practice  upon  business  prin- 
ciples from  the  very  beginning,  especially  if  one  enters  practice  where 
he  is  not  acquainted  with  the  business  reputation  of  those  who  first  be- 
come his  patrons. 

The  business  methods  of  nearly  all  professional  men.  including  den- 
tists, are  altogether  too  loose;  and  this  lack  of  attention  is  becoming 
more  prevalent.  In  order  to  meet  his  own  obligations  promptly,  and 
thus  to  maintain  his  credit,  it  is  incumbent  upon  him  to  collect  his  out- 
standing accounts  promptly  when  they  become  due;  and  he  must  allow 
no  sentimental  consideration  to  stand  in  the  way.  It  is  necessary  for 
a  dentist  to  maintain  his  credit  inviolable;  and  to  do  this  he  must  seldom 
ask  for  credit,  and  in  so  refraining  from  asking,  he  soon  attains  a  repu- 
tation for  probity  and  honor  which  begets  confidence. 

In  the  system  of  rendering  his  accounts  the  dentist  must  be  governed 
to  some  extent  by  the  custom  which  prevails  in  his  locality;  but  where 
this  custom  is  unbusinesslike  it  will  be  necessary  for  him  to  establish 
more  effective  means  in  order  to  maintain  his  position  as  a  dentist  who  is 
not  in  practice  for  love  or  pleasure.  A  bill  should  be  rendered  not  later 
than  the  first  of  the  month  following  the  completion  of  the  work ;  and 
when  the  work  is  completed  on  the  last  of  the  month  this  should  not  in 
the  least  afTect  the  time.  He  should  make  his  patrons  realize  that  his 
practice  is  conducted  on  business  principles;  and  no  sensible  patron 
will  take  ofifense  at  the  prompt  rendering  of  a  bill  when  it  is  known  that 
it  is  a  business  rule  of  the  practice,  and  that  all  are  treated  alike,  irre- 
spective of  condition  or  creed. 


THE  PRACTICE   BUILDER 


i6^ 


There  are  many  reasons  why  an  account  should  be  rendered 
promptly.  When  allowed  to  run  a  long  time,  people  pay  it  with  great 
reluctance.  This  is  not  only  true  in  a  general  business,  but  it  is  par- 
ticularly true  of  dentistry.  The  value  of  the  work  lessens  in  the  patient's 
mind,  as  the  account  grows  in  age.  He  is  impressed  with  the  worth  of 
the  work  immediately  it  is  completed,  and  for  a  short  time  thereafter, 
especially  if  the  operation  was  a  tedious  one,  requiring  great  skill  and 
patience;  and  he  has  no  objection  to  paying  a  reasonable  fee  then, 
whereas,  if  the  bill  were  allowed  to  run,  he  would  consider  it  large  in 
proportion  to  the  time  that  had  passed.  When  the  patient  has  had 
several  sittings,  which  have  tried  him  as  thoroughly  as  they  have  tried 
the  operator,  he  comprehends  fully  the  amount  of  time,  labor,  and  edu- 
cated skill  necessary  to  the  performance  of  any  given  operation.  This 
is  likely  to  be  forgotten  when  the  dentist  neglects  to  send  the  bill  for 
some  time,  and  the  bill  is  then  apt  to  be  considered  excessive.  There 
is  no  valid  reason  why  a  dentist  should  give  credit,  and  there  should 
be  no  excuse  for  asking  him  to  do  so.  There  is,  in  fact,  less  reason  why 
a  dentist  should  give  credit,  than  for  one  in  any  other  line  of  work,  pro- 
fessional or  otherwise.  The  very  nature  of  his  duties,  and  of  the  ma- 
terials which  he  employs,  are  such  that  large  credits  are  obstacles  to 
financial  success,  and  consequently  to  professional  success.  The  den- 
tist's work  requires  the  use  of  large  quantities  of  gold  and  silver,  and  ex- 
pensive materials  of  every  class,  and  many  dealers  make  it  a  rule  to  sell 
gold  and  silver  for  cash  only,  or  to  send  notices  to  dentists  ordering 
these  metals  that  no  time  is  allowed  on  the  purchase. 

There  is  scarcely  an  operation  performed  in  dentistry  into  which 
the  use  of  these  metals  does  not  enter  largely;  so  it  is  readily  seen  that 
in  extending  credit  a  dentist  is  giving  time  on  something  for  which  he 
himself  must  pay,  whether  the  patient  does  or  not.  If  the  patient  does 
not  pay,  the  dentist  loses  his  time,  and  is  also  paying  for  the  privilege 
of  putting  gold  and  silver  into  the  patient's  teeth. 

If  the  amount  of  the  accounts  that  are  not  collectable  by  dentists 
were  added  together  for  one  year,  the  sum  total  would  be  an  amount 
sufficient  to  found  a  home  that  would  keep  old  and  indigent  dentists, 
in  a  manner  equal  to  their  position,  for  the  remainder  of  their  natural 
lives.     This  is  a  serious  matter — this  one  of  giving  credit — and  the 


568  THE  PRACIICE  BUILDER 

sooner  the  present  custom  of  extending  credit  indiscriminately  is 
abolished,  the  better  it  will  be  for  the  dentist  and  for  the  paying  class 
of  patronage. 

A  man  who  loses  little  or  nothing  each  year  will  become  a  better 
dentist,  and  he  will  enter  into  his  work  with  greater  satisfaction  to  him- 
self and  to  his  clients.  Being  known  as  liberal  in  granting  credits,  tends 
to  promote  losses  by  bad  debts,  and  to  saddle  undesiral)le  patrons  upon 
a  practice.  As  a  rule,  the  dentist  who  enforces  pronii)t  pa\-ment  is  the 
more  respected,  and  he  loses  little,  if  any,  good  patronage  by  it. 

There  are,  of  course,  times  and  cases  when  it  is  humane  and  ex- 
pedient to  show  forbearance  to  a  dilatory  debtor;  but  the  account  that 
is  perpetually  in  arrears,  and  can  never  be  brought  to  a  balance  merits 
little  consideration,  and  is  a  good  one  to  throw  overboard.  It  is  clients 
of  this  kind  who  avoid  the  patient  and  confiding  dentist  whom  they 
owe,  and  sneak  into  other  dental  ofifices  and  pay  cash  for  their  work. 

When  a  dentist  begins  practice  in  a  locality  that  is  strange  to  him, 
as  is  the  case  with  a  great  majority  of  young  practitioners,  he  is  likely 
to  encounter  more  or  less  of  the  class  of  people  who  do  not  care  to  pay 
for  their  work,  or  for  anything  else.  To  this  class  the  new  dentist  is  just 
the  easy  mark  they  have  been  looking  for.  Before  he  came  they  had 
patronized  every  other  office  in  town,  and  had  been  dunned  and  dunned 
until  the  dentist  and  his  collector  gave  up  in  weariness  and  disgust.  The 
new  dentist  thinks  he  is  getting  along  nicely,  because  he  is  getting 
patronage  from  the  very  start;  but  in  after  years  he  realizes  that  the 
dead-beats  come  without  invitation,  and  the  really  desirable  class  are 
won  by  reason  of  superior  merit ;  they  do  not  come  at  first,  sometimes 
it  is  two  or  three  years  before  they  decide  to  change. 

To  know  to  whom  to  give  credit,  and  who  to  refuse  is  a  matter  which 
requires  a  keen  insight  into  human  nature  and  a  peculiar  ability  to  read 
character  from  the  face  of  the  individual.  Nearly  every  one  has  some 
idea  of  an  honest  face  and  of  one  that  is  crafty  and  dishonest,  and  such 
knowledge  stands  one  in  good  stead  in  a  profession  wdiere  one  is  brought 
into  constant  contact  with  hundreds  of  personalities. 

It  is  not  always  easy  to  tell  which  of  those  who  first  patronize  a  den- 
tist are  of  the  class  usually  denominated  "  dead-beats;  "  but  before  one 
has  been  a  resident  in  his  city  long  he  will  find  out  by  hearsay.    If  he  is 


THE  PRACTICE  BUILDER  569 

wise,  he  will  quietly  take  counsel  with  some  friend,  and  thus  will  be  told 
the  names  of  those  who  do  not  pay  for  anything;  when  these  individuals 
apply  for  services  he  can  indicate  that  his  terms  are  cash  upon  comple- 
tion of  the  work. 

We  strongly  advise  the  use  of  appointment  cards  in  the  beginning 
of  practice,  which  are  got  up  in  the  form  here  shown: 


Appointment  with  Dr.  A.  B.  Blank 


.o'clock 


In  this  office  the  cash  system  has  been  adopted.  Payment 
required  at  the  end  of  each  appointment.  Bad  debts  are  thus 
avoided,  for  which  the  paying  class  do  not  have  to  settle. 


Giving  an  appointment  card  of  this  kind  to  persons  who  are  notori- 
ous for  not  paying  their  just  debts,  will  at  least  set  them  to  thinking; 
and  when  the  first  appointment  is  finished,  a  courteous  and  expectant 
attitude  just  at  the  right  moment  will  often  suffice  to  cause  the  patient 
to  make  a  voluntary  statement  with  reference  to  the  payment  for  the 
work. 

"  How  much  will  it  be,  Doctor?  "  The  dentist  replies,  stating  the 
amount. 

"  Shall  I  pay  now,  or  wait  until  the  work  is  all  done?  " 

"  It  is  customary  for  me  to  collect  the  amount  of  each  appointment, 
as  I  do  not  keep  any  book  accounts." 

"  I  didn't  think  to  bring  my  pocket-book  with  me,  as  I  did  not  know 
your  rules.    Well,  I  am  to  come  Thursday,  am  I?" 

"  Yes." 

"All  right,  I'll  be  here  Thursday  at  nine  o'clock.  Good  morning 
Doctor." 

When  one  evades  the  moment  of  paying  at  the  conclusion  of  an  ap- 


5;o  THE    PRACTICE    BUILDER 

pointment,  especially  when  it  is  stipulated  on  the  appointment  card 
that  the  terms  are  cash,  the  dentist  knows  that  the  patient  is  deliberately 
prevaricating;  and  unless  he  has  positive  evidence  to  the  contrary,  he 
may  know  that  he  belongs  to  the  non-paying  class  and  should  at  once 
make  inquiry.  Upon  confirmation  of  his  suspicions  he  should  write 
to  the  person,  if  the  work  is  of  an  expensive  character,  requiring  sev- 
eral appointments,  or  if  it  demands  the  use  of  much  gold,  as  follows: 

Mrs.  J.  Smith, 

Dear  Madam:  As  indicated  on  my  appointment  cards,  my  terms  are  cash 
at  the  conclusion  of  each  appointment.  It  will  not  be  convenient  for  me  to 
fulfill  my  engagement  for  next  Thursday  until  the  last  one  is  paid  for,  bill  for 
which  is  herewith  enclosed.  Yours  truly, 

A.  B.   Blank. 

We  do  not  advise  the  use  of  these  letters  where  the  dentist  is  likely 
to  be  mistaken ;  but  he  must  use  them  without  the  slightest  hesitation 
when  he  knows  the  person  to  be  of  the  "  dead-beat  "  class,  for  he  will 
never  be  able  to  collect  one  cent  if  he  finishes  the  work.  He  has  noth- 
ing to  lose  by  sending  the  letter,  and  he  has  nothing  to  gain  by  having 
such  patrons;  for  their  influence  is  worth  nothing  to  him,  because  they 
liave  none,  and  if  he  keeps  them  on  his  books  and  attempts  to  collect 
the  account  they  will  tell  people  that  his  work  is  not  good,  and  in  every 
way  attempt  to  damage  his  reputation.  It  would  be  much  better  to  keep 
them  quiet  than  to  have  them  making  disparaging  statements. 

Another  manner  of  avoiding  payment  when  work  is  completed  is  as 
follows:  The  patient  about  to  depart  after  the  work  is  finished,  says: 
'"'  I'll  be  up  in  a  few  days  and  settle  for  this.  Doctor." 

A  few  days  is  rather  indefinite,  it  may  be  meant  to  express  either  two 
or  three  days,  or  it  may  mean  a  month. 

A  dentist  should  always  be  ready  for  such  things;  he  should  always 
have  a  ready  tongue  for  these  people.  If  they  endeavor  to  evade  pay- 
ment in  such  a  manner,  the  dentist  should  not  hesitate  to  checkmate 
them.  He  should  say  promptly,  and  without  the  slightest  show  of 
timidity,  "  My  terms  are  cash  at  the  close  of  appointments,  and  if  it  is 
convenient  for  you  I  should  appreciate  payment,  as  I  do  not  keep  any 
book  accounts."    If  the  person  still  evades  payment  with  an  excuse, 


THE  PRACTICE   BUILDER  571 

a  bill  should  be  sent  not  later  than  the  second  day  thereafter,  and  if  the 
person  fails  to  pay  attention  to  it,  one  after  another  of  the  forms  for  let- 
ters which  appear  in  this  chapter  should  be  sent  at  short  periods,  and  the 
account  finally  placed  in  the  collector's  hands,  as  indicated  farther  on. 

If  the  person  calls  and  pays  and  indicates  his  displeasure  at  your 
sending  notices,  give  him  to  understand  that  you  conduct  your  practice 
on  simple  business  principles;  that  you  aim  to  give  your  patrons  your 
best  services,  and  that  to  do  so  you  must  receive  that  evidence  of  ap- 
preciation which  is  accompanied  by  prompt  payment,  as  that  is  the 
least  a  patron  can  do.  If  he  becomes  angry,  tell  him  that  it  is  not  usually 
necessary  for  you  to  employ  such  methods,  as  your  practice,  being  com- 
posed of  the  better  class  of  citizens,  is  such  that  you  are  rarely  called 
upon  to  do  any  dunning;  and  that  money  does  not  do  you  any  good 
while  it  is  owing  to  you.  State  that  the  patron  has  your  time,  work  and 
material,  and  that  you  have  nothing  in  return  for  it,  and  that  it  is  not 
necessary  for  those  who  do  not  conform  to  your  rules  to  patronize  you. 
You  are  a  young  man,  just  starting  out,  and  you  cannot  afford  to  have 
any  undesirable  patrons.  You  must  be  dignified  and  firm  in  your 
statements  and  show  that  you  do  not  fear  the  loss  of  his  patronage. 

Sometimes  a  lady,  after  having  had  work  performed  will  say:  "  J\Ir. 
Smith  will  call  and  settle  for  this."  She  will  say  this,  even  after  you 
have  been  given  the  impression  that  the  work  will  be  paid  for  on  com- 
pletion. There  is  but  one  thing  to  do  in  these  cases.  You  have  been 
deliberately  deceived,  and  must  take  prompt  action  to  secure  the  ac- 
count. You  should  show^  your  displeasure  at  such  methods  by  send- 
ing the  bill  the  same  day,  accompanied  by  one  of  the  letter  forms  shown 
in  the  pages  which  follow.  A  practice  must  be  kept  free  from  the  ag- 
gravations which  this  class  of  patronage  causes.  The  sooner  a  dentist 
gets  a  reputation  for  prompt  action  with  these  people,  the  better  it  will 
be  for  him.  If  he  is  not  firm  in  ridding  himself  of  them  he  will  soon 
find  that  it  gets  whispered  about  that  he  is  easy,  and  they  all  gravitate 
toward  him.  While  he  is  doing  work  for  such  people  they  will  make 
him  believe,  or  think  they  make  him  believe,  which  is  just  the  same  so 
far  as  their  purpose  is  concerned,  that  they  consider  him  such  a  superior 
dentist  and  that  they  are  so  pleased  with  their  work.  After  the  work 
is  finished  and  the  dentist  sends  his  bills  and  endeavors  to  procure  pay- 
ment, he  finds  that  the  tune  has  changed. 


572 


THE  PRACTICE   BUILDER 


Instead  of  being  such  a  skilful  dentist,  he  is  referred  to  as  a  poor 
workman;  his  work  is  said  to  be  very  unsatisfactory,  and  his  charges 
exorbitant. 

In  this  way  more  harm  is  done  to  the  dentist  than  if  he  had  never 
seen  the  patient  at  all.  If  the  dentist  knows  these  persons  when  they 
present  themselves  to  him  for  an  r-ipointment,  he  will  save  himself 
a  great  deal  of  unnecessary  work  and  the  cost  of  the  material  by  stating 
that  his  appointment  book  is  filled  up  close  for  two  months  ahead  and 
that  it  will  be  impossible  for  him  to  do  the  work  before  that  time.  If 
they  do  not  see  the  point  he  can  tell  them  the  same  story  when  they  ap- 
ply again,  and  he  will  not  be  troubled  with  them  any  more.  This  is  just 
where  some  dentists  make  their  mistake;  they  think  it  is  the  proper 
thing  to  always  be  busy,  and  do  not  look  far  enough  ahead  to  see  that 
the}',  instead  of  the  patient,  may  be  paying  for  the  work  and  material. 
This  is  very  poor  judgment;  it  would  be  much  better  not  to  work  at  all 
than  to  work  for  some  one  who  is  not  going  to  pay.  There  is  no  glory 
in  working  for  the  mere  sake  of  appearing  busy. 

Every  dentist  knows  that  the  occupation  of  a  person  has  something 
to  do  with  his  credit;  that  is  to  say,  persons  in  certain  businesses  and 
pursuits  are  recognized  as  worthy  of  credit. 

Those  who,  for  instance,  practice  in  rural  communities,  know  that 
it  is  usually  safe  to  extend  credit  to  farmers.  While  their  requirements 
in  the  matter  of  dental  service  call  for  the  simpler  operations  and  the  use 
of  the  least  expensive  materials,  they  are  usually  ready  with  their  cash 
when  the  work  is  done;  and  if  they  state  that  they  would  like  a  little 
time  in  which  to  pay.  they  will  speak  about  it  before  the  work  is  begun. 
But  where  plate  work  is  to  be  done,  we  most  emphatically  advise  the 
practitioner  to  be  cautious  in  giving  credit.  The  collection  of  accounts 
for  plate  work  is  the  most  diflficult  of  all. 

\\"hen  a  dentist  makes  a  plate,  and  receives  his  pay  for  it,  he  hears 
little  if  anything  of  it,  one  way  or  another;  but  if  he  allows  the  person 
to  wear  it  without  having  paid,  he  will  have  trouble  in  collecting  his  bill. 
The  patient  will  complain  that  it  hurts;  that  it  feels  loose;  that  the 
teeth  are  too  long,  and  too  short;  too  broad,  and  too  narrow;  too  dark, 
and  too  white;  too  thin,  and  too  thick;  that  they  can't  bite  a  hatchet, 
as  Mrs.  Jones  can.    It  is  better  to  state  plainly  but  firmly  that  you  will 


THE  PRACTICE  BUILDER.  573 

not,  under  any  circumstances,  permit  a  set  of  teeth  to  leave  your  office 
until  they  are  paid  for  in  full;  state  to  the  patient  that  you  cannot  do 
it,  that  to  do  so  would  invite  your  ruin,  that  you  are  engaged  in  a  pro- 
fession and  that  your  work  is  not  like  a  business  where  the  proprietor 
has  capital,  for  you  have  none.  State  that  you  cannot  make  a  practice  of 
■extending  credit,  as  it  would  only  take  a  few  sets  to  amount  to  a  hun- 
dred dollars,  and  you  cannot  afford  to  have  accounts  standing  out  as 
you  have  to  pay  for  the  material  yourself;  that  the  dealers  do  not  allow 
you  time,  and  consequently  you  cannot  do  so,  no  matter  how  much  you 
w^ould  like  to  favor  any  one.  If  you  are  convinced  that  the  person  in- 
tends to  pay,  it  is  proper  to  have  him  sign  the  combined  note  and  bill 
form  which  is  illustrated  in  this  chapter. 

Saloon-keepers,  and  men  engaged  in  work  that  is  not  enviable,  will 
usually  be  found  reliable  and  prompt  in  payment;  in  fact  they  seldom 
ask  for  credit,  and  when  they  do  will  pay  more  promiptly  than  some 
long-faced  sanctimonious  and  parsimonious  persons. 

Ministers,  when  settling  their  accounts,  will  sometimes  ask  if  you 
allow  the  usual  discounts  to  clergymen.  Look  them  squarely  in  the  face 
and  say:  "  I  try  to  do  just  as  good  work  for  ministers  as  I  do  for  anyone, 
for  which  I  charge  a  similar  fee  with  no  discount.  If  the  work  is  worth 
anything  at  all,  it  is  worth  just  what  I  ask  for  it  and  not  one  cent  less/' 
If  you  intend  to  have  a  sliding  scale  of  fees  you  may  as  well  give  up  all 
hope  of  ever  receiving  a  proper  appreciation  for  your  work. 

Occasionally  persons  will  apply  for  work  and  state  that  they  are 
artists,  or  that  they  are  engaged  in  this  or  that  work,  or  have  a  store,  and 
they  would  like  to  have  the  dentist  take  some  of  their  work,  in  part  pay- 
ment, or  take  a  portion  of  the  bill  out  in  trade.  If  the  dentist  does  this 
he  is  foolish;  it  is  not  only  unnecessary  for  him  to  do  it,  but  if  he  does 
the  transaction  will  result  in  dissatisfaction  to  the  patron  and  to  him- 
self. If  he  does  the  work  and  renders  his  bill  for  it,  stating  that  so  much 
is  cash  and  the  balance  to  be  in  work  or  goods,  the  patient  is  more  than 
likely  to  claim  that  he  understood  the  dentist  was  to  take  the  entire  bill 
out  in  exchange,  and  an  unpleasant  argument  may  ensue.  Where  the 
patient  is  a  merchant  there  is  no  satisfaction  in  this  sort  of  dealing.  We 
know  of  dentists  who  do  it ;  but  when  the  bills  are  rendered  the  amounts 
are  put  up,  to  forestall  the  merchant;  then  the  merchant  tacks  onto  the 


574 


THE    PRACTICE    BUILDER 


bill  to  get  even,  and  so  on  until  they  give  up  the  plan,  which  they  will 
certainly  do,  if  they  are  sensible  business  men. 

When  this  subject  is  broached  it  is  best  for  the  dentist  to  say  that  it 
is  not  customary  for  him  to  do  work  on  those  conditions,  and  that  he  is 
rarely  if  ever  requested  to  do  so.  He  should  state  that  his  practice  is 
composed  of  a  class  representing  the  more  prominent  citizens,  and  that 
his  time  is  always  engaged  ahead,  and  for  these  reasons  it  is  not  neces- 
sary for  him  to  do  work  on  such  conditions;  but  that,  if  he  had  some 
open  time  on  his  hands,  and  did  not  have  anything  else  to  do  he  would 
be  glad  to  accommodate  the  person;  but  that  not  being  the  case  at 
present,  he  does  not  think  he  can  do  it.  He  should  know,  however,  that 
these  persons  come  to  him  probably  because  they  believe  him  to  be  the 
most  skilful  dentist,  or  one  of  the  most  skilful,  and  if  he  is  tactful  he  can 
manage  to  avoid  doing  the  work  on  the  lines  suggested  by  the  patient 
and  yet  will  secure  it  anyway. 

Sometimes  a  man  will  say,  when  his  work  is  finished:  "  Well,  Doc- 
tor, when  you  want  anything  in  my  line  come  in  and  see  me  and  we'll 
just  let  this  go  until  you  want  something." 

You  must  be  ready  for  these  people.  Answer  right  back:  "All 
right;  when  I  want  something  in  your  line  I'll  drop  in,  but  I'll  have  the 
cash  ready  in  my  hand  to  pay  for  it  when  I  get  it."  If  he  laughs  it  off, 
send  him  a  bill  in  a  few  days,  just  as  if  you  had  never  heard  what  he  said 
about  your  calling  in. 

In  every  town  there  are  some  men  who  have  everything  in  their 
wives'  names.  These  men  are  usually  unreliable;  and  when  the  dentist 
knows  this  beforehand  he  should  never  undertake  to  perform  a  line  of 
work  that  requires  cither  time  or  material  of  an  expensive  nature,  but 
should  state  plainly  before  beginning  the  work  just  what  the  expense  is 
likely  to  be  and  what  his  terms  are  for  payment;  these  people  will  in- 
variably attempt  to  avoid  payment ;  we  have  never  known  it  to  fail ;  it 
makes  no  difference  even  if  they  do  mingle  in  the  best  society,  that  they 
wear  the  most  stylish  clothes,  or  that  they  attend  the  most  fashionable 
church.  The  bill  must  be  sent  within  two  days  after  the  work  is  com- 
pleted, if  they  have  not  settled  when  the  work  is  done;  and  even  if  they 
pay  part  and  say  that  they  will  pay  the  rest  "  in  a  few  days,"  you  must 
give  no  attention  to  the  promise  but  send  a  bill  for  the  balance,  and  if 


THE   PRACTICE   BUILDER  575 

prompt  payment  is  not  made  send  it  again  within  a  week.  This  shows 
them  that  you  mean  business,  and  that  you  are  familiar  with  their  tac- 
tics. Let  no  sentiment  interfere  with  this  matter.  You  are  not  working 
for  the  mere  sake  of  packing  gold  into  the  cavities  of  any  one's  teeth,  and 
you  need  not  care  whether  these  people  like  your  methods,  or  not.  To 
collect  your  account  is  your  only  purpose,  and  if  they  do  not  like  your 
style  they  can  go  somewhere  else.  They  are  of  no  benefit  to  your  prac- 
tice, and  to  let  them  know  that  you  are  firm  in  your  demands  for  pay- 
ment will  protect  you  from  having  large  accounts  against  them  on  your 
books.  If  your  practice  is  already  good,  numbering  among  your 
patrons  some  of  the  more  prominent  citizens,  you  need  not  fear  losing 
the  patronage  of  those  persons  who  owe  you:  they  will  not  care  to  be 
known  as  patronizing  another  dentist,  because  some  one  may  casualty 
mention  the  fact  to  you,  which  would  bring  out  an  explanation;  and 
they  would  prefer  to  continue  with  you  rather  than  to  allow  it  to  become 
known  that  they  were  dismissed  because  they  did  not  pay  for  their  work. 
When  you  are  cognizant  of  the  fact  that  the  property  is  all  in  the  wife's 
name,  and  the  husband  does  not  respond  after  you  have  sent  the  bill, 
send  a  second  bill  to  his  wife.  If  the  cash  is  not  forthcoming  in  ten  days, 
address  one  of  the  letter  forms  to  her  personally;  and  if  payment  is  not 
made  within  a  reasonable  time,  which  should  not  exceed  one  month, 
place  the  account  in  the  hands  of  a  collector  as  suggested  in  this  chapter. 
When  a  servant  girl  applies  for  work,  and  the  bill  will  amount  to 
over  ten  dollars,  you  should  find  out  by  whom  she  is  employed;  this 
need  not  be  done  directly,  but  can  be  ascertained  when  making  the 
examination  and  putting  the  address  down  on  the  examination  blank; 
and  reference  to  the  directory  will  show  who  the  employer  is  when  the 
patient  does  not  volunteer  the  information.  The  appointment  card 
should  be  sufficient  to  convey  to  the  patient  the  fact  that  payment  is  ex- 
pected when  the  work  is  done;  and  if  no  mention  of  payment  is  made  by 
her  when  an  approximate  estimate  of  the  cost  is  given,  the  operator 
may  proceed  with  the  work,  and  if  payment  is  not  made  when  com- 
pleted the  bill  should  be  sent  promptly  to  the  address;  if  no  attention 
is  given  to  it,  the  bill  should  then  be  sent  to  the  employer,  with  a  note  ex- 
plaining that  the  account  has  been  sent  to  the  servant,  without  response; 
that  you  gave  credit  because  of  the  well-known  reliability  of  the  em- 


576  THE  PRACTICE  BUILDER 

plover,  and  that  you  would  greatly  appreciate  prompt  payment  or  a 
satisfactory  explanation  from  the  servant.  If  payment  is  not  forthcom- 
ing, place  the  account  in  the  hands  of  a  collector  as  suggested,  after  hav- 
ing sent  the  letters  as  shown  in  the  forms  given. 

When  you  do  work  for  a  physician,  or  for  any  member  of  his  family, 
and  no  reference  is  made  to  the  settlement  of  the  account,  the  work 
should  be  completed,  and,  if  you  know  the  physician  to  be  short  of 
money,  do  not  push  the  account;  send  a  bill  once  or  twice,  but  do  not 
use  any  of  the  special  forms  except  the  first  card,  and  you  should  not 
continue  to  send  the  bill,  it  being  suflficient  to  let  him  know  what  the 
amount  is.  The  influence  of  physicians  is  very  valuable  to  dentists; 
not  that  they  may  send  him  patrons,  as  physicians  cannot  openly  re- 
commend persons  to  go  to  any  particular  dentist,  but  may,  by  references 
and  complimentary  remarks  indicate  a  preference;  and  these,  from  a 
person  engaged  in  the  healing  art,  are  most  valuable  commendations. 
Wait  until  the  physician  gets  ready  to  pay,  and  do  not  show  by  your 
actions  or  words  that  you  think  anything  about  the  bill;  if  he  speaks 
to  you  about  it,  say:  ''  Aly  dear  Doctor,  that  account  doesn't  worry  me, 
and  1  don't  want  you  to  let  it  worry  you."  This  is  tact.  You  may  need 
a  friend  some  day  and  this  one  may  stand  you  in  good  stead.  Influence 
is  a  wonderful  factor  in  professional  success.  Get  all  of  it  you  can.  You 
cainiot  have  too  much.  You  can  use  it  all.  Even  if  you  allow  the 
doctor's  account  to  run  over  a  year  or  more,  always  bear  in  mind  to 
keep  on  good  terms  with  him  and  he  will  eventually  be  the  cause  of  your 
receiving  enough  extra  patronage  to  more  than  make  up  for  the  amount 
of  his  bill. 

There  is  another  class  of  patronage  somewhat  similar  to  that  of  the 
physician.  It  is  that  of  the  prominent  citizen  who  is  perpetually  short 
of  money.  He  is  a  jolly  good  fellow  and  numbers  every  man,  woman, 
and  child  in  the  town  among  his  friends;  he  knows  everybody  and 
everybody  knows  him.  He  circulates  among  the  very  best  people  in 
the  town,  and  when  he  speaks  a  good  word  for  anyone  it  is  remembered. 
If  he  comes  to  your  office  to  have  work  done,  do  it;  no  matter  how  ex- 
pensive it  is,  do  it,  and  do  it  promptly:  send  the  bill  once  or  twice  but 
do  not  attempt  to  hurry  the  collection.  He  will  come  to  you,  and  will 
send  his  family  to  you,  because  he  thinks  you  are  the  best  dentist;  you 


THE   PRACTICE   BUILDER  577 

can  have  no  greater  compliment  than  his  patronage.  For  him  to  be 
seen  in  your  office  is  one  of  the  best  advertisements  you  can  have;  it 
will  add  to  your  professional  reputation  to  have  the  members  of  his 
family  for  your  patrons,  and  to  have  it  known  that  you  are  patronized 
by  this  class.  They  will  always  speak  in  the  warmest  terms,  provided 
they  are  satisfied  with  your  work;  and  their  commendations  are  always 
made  in  quarters  and  to  persons  that  form  the  most  desirable  clients. 
Let  them  pay  when  they  get  ready,  and  if  they  take  two  or  three  years 
in  doing  it,  don't  worry.  You  will  be  more  than  repaid  by  their  good 
will  and  by  the  hearty  outspoken  favorable  comments  upon  you  and 
your  work.  A  man  must  use  sense  and  judgment  in  all  things,  and  he 
must  surely  realize  that  the  influence  of  such  patrons  is  worth  a  great 
deal. 

Another  class,  and  the  most  aggravating  that  a  dentist  can  have  any- 
thing to  do  with,  consists  of  those  who  were  born  and  reared  in  poverty 
and  who  have,  by  usury  and  other  close  practices,  attained  a  comfort- 
able position  in  life  and  yet  continue  to  exercise  their  close-fisted  prac- 
tices. When  they  call  to  have  work  done  they  will  show  the  cloven 
foot  right  on  the  start.  You  will  find  out  that  your  client  has  a  bump 
of  acquisitiveness  about  the  size  of  a  goose  egg;  also,  the  bumps  of 
combativeness  and  firmness  are  very  well  developed.  The  gentleman 
will  introduce  his  wife  to  you,  and  state  that  he  wants  you  to  do  whatever 
work  may  be  necessary,  and  that  when  the  work  is  right  he  will  pay  for 
it.  He  will  say,  perhaps,  that  he  has  never  been  satisfied  with  the  work 
done  by  other  dentists,  and  that  he  wants  you  to  undertake  this  work 
and  warrant  satisfaction;  and  when  he  is  satisfied  that  the  work  is  all 
right  he  will  pa:y  you,  and  he  may  even  go  so  far  as  to  say  that  if  it  is 
not  satisfactory  or  does  not  suit  him  he  will  not  pay  for  it. 

Right  here  the  dentist  must  show  that  his  bumps  of  self-esteem  and 
firmness  are  just  as  prominent  as  those  of  the  prospective  patient.  He 
will  state,  in  the  first  place,  that  he  is  a  professional  man;  that  he  is  a 
professional  man  by  having  given  time,  money,  and  earnest  study  to  his 
work;  that  he  has  nothing  to  sell,  but  that  his  professional  services  are 
for  hire,  for  which,  when  rendered,  he  expects  to  be  paid;  that  his  prac- 
tice is  composed  altogether  of  persons  of  the  better  sort  and  that  he  has 
never  been  called  upon  to  warrant  his  ability  to  do  this  or  that  particular 


578  THE   PRACTICE   BUILDER 

thing.  State  that  a  profession  is  different  from  a  business;  that  when  a 
man  buys  something  at  a  store  he  can  return  it  and  get  his  money,  but 
when  he  appHes  to  a  lawyer  for  advice,  or  to  a  physician  for  a  prescrip- 
tion, or  to  a  dentist  for  services  he  must  pay  for  them,  whether  those 
services  meet  his  approval  or  not ;  and  that  a  dentist  must  be  remuner- 
ated after  having  given  those  services,  together  with  the  expensive 
materials  entering  into  the  work  demanded.  Explain  that  it  is  cus- 
tomary for  the  dentist  to  do  the  very  best  that  is  in  him,  and  that  it  will 
be  necessary  for  his  patient  to  accept  the  same  conditions  that  other- 
patrons  do,  viz.:  prompt  payment  in  full  immediately  the  work  is  com- 
pleted, which  means  as  soon  as  the  plate,  bridge,  or  filling  may  be  in- 
serted. 

These  grasping  people  must  be  treated  in  just  this  manner,  abso- 
lutely without  regard  to  their  social  or  financial  position ;  and  this  un- 
derstanding must  be  had  on  the  start,  and  not  after  the  work  is  done. 
Sometimes  they  are  so  small  that  they  will  send  a  check  for  an  amount 
that  does  not  wholly  liquidate  the  bill,  and  will  write  on  the  face  of  it  in 
ink,  "  Payment  in  full  to  — "  (whatever  the  date  may  be).  The  dentist 
should  call  personally,  or  send  a  letter  stating  that  the  amount  is  not  ac- 
ceptable in  full  liquidation,  and  that  inasmuch  as  the  work  was  per- 
formed promptly  and  according  to  your  best  skill  you  demand  full  pay- 
ment; and  that  the  person  is  at  liberty  to  seek  his  dental  services  else- 
where in  the  future,  as  you  do  not  care  to  be  bothered  with  such 
patrons. 

You  may  think  that  we  advise  an  air  of  independence  in  these  mat- 
ters that  is  too  firm,  and  that  it  would  not  be  policy  for  a  young  man  to 
use  such  measures;  but  they  are  just  the  measures  the  young  man  must 
use,  and  the  very  ones  that  will  command  respect  from  these  people  and 
save  him  much  unnecessary  work  and  trouble.  Deficiency  in  this  re- 
spect renders  a  man  too  humble,  and  the  people  take  him  at  his  own 
estimation;  if  he  lacks  firmness,  he  is  imposed  upon  time  after  time, 
and  having  no  confidence  in  himself,  no  one  else  will  have  any  in  him. 

A  knowledge  of  temperaments  is  a  very  great  aid  in  studying  the 
varying  types  that  present  themselves  to  the  attention  of  a  dentist.  It 
helps  to  determine  whether  you  should  use  persuasive  methods,  or  if  it 
is  better  to  use  their  own  tactics  to  collect  an  account.    It  is  w^ell  to  let 


THE  PRACTICE  BUILDER 


579 


these  grasping  people  know  that  you  don't  care  how  public  the  matter 
becomes,  because  you  are  in  the  right  and  cannot  be  damaged  by  the 
publicity.  When  sending  out  a  bill  for  the  first  time  to  a  patron  enclose 
it  with  a  card  like  the  one  shown : 


From  and  after  this  date 

my 

practice 

will  be  conducted 

upon  the  usual  business 

principles,  which 

require    monthly 

settlements  of  all  accounts. 

A.  B.  BLANK 

Smithton,  Ohio 

Jan.  1, 1898 

This  card  should  be  printed  on  the  very  best  quality  of  bristol  board, 
in  black  ink,  and  the  card  should  measure  about  five  by  three  inches. 
Once  is  sufficient  to  let  them  know  that  you  expect  prompt  payment 
when  the  work  is  completed.  It  is  not  necessary  to  again  call  attention 
to  the  matter  unless  a  year  or  more  elapses  before  more  work  is  done. 
If  the  person  is  known  to  have  good  credit,  but  is  not  prompt  in  pay- 
ment and  does  not  respond  to  the  bill,  at  the  beginning  of  the  second 
month  after  the  work  is  completed  the  following  letter  should  be  sent: 

John  Smith, 

Dear  Sir:  Large  obligations,  which  must  soon  be  met,  make  it  necessary 
for  me  to  request  the  settlement  of  all  accounts.  Trusting  it  will  be  convenient 
for  you  to  pay,  I  am,  with  much  respect.  Yours  truly, 

A.  B.  Blank. 


58o  THE  PRACTICE  BUILDER 

Usually  persons  of  good  intentions  will  respontl  to  this  letter  without 
much  delay.  The  bill  should  be  sent  for  one  or  two  months  without 
card  or  letter,  but  the  best  plan  is  to  send  twice  or  three  times  during 
the  month,  on  the  tenth  and  twentieth,  besides  the  tirst.  This  is  just 
and  proper,  and  it  is  just  exactly  what  is  done  by  methodical  business 
men.  A  dentist  has  just  as  much  reason  to  be  methodical  in  the  collec- 
tion of  his  accounts  as  any  other  business  man. 

When  no  attention  is  paid  to  either  letters  or  bills,  or  to  the  card 
just  shown,  it  is  proper  to  enclose  the  card  printed  according  to  the 
form  here  shown : 


Notice 

As  indicated  upon  the  cards  that  accompany  bills,  it  is 
customary  to  render  bills  at  the  end  of  month  following  com- 
pletion of  operations,  prompt  payment  of  which  is  expected. 

We  trust  you  will  give  this  your  early  attention,  thus 
saving  the  expense  of  collection. 

Respectfully, 

A.  B.  BLANK 


This  card  should  be  the  same  size  as  the  one  already  shown,  printed 
on  the  same  high  quality  of  white  bristol,  in  black  ink,  using  De  Vinne, 
Ronaldson,  Elzivir,  Gushing,  Jenson,  or  Roman  type. 

Where  the  dentist  has  a  boy  assistant,  or  a  girl  assistant,  it  is  proper 
to  send  either  to  collect  the  bills  after  they  have  been  sent  by  mail  once 
or  twice.  Prompt  payment  is  thus  secured,  because  many  neglect  to 
send  money  in  payment  of  bills,  who  will  pay  at  once  w-hen  the  assistant 
calls  personally.    Where  no  assistant  is  employed,  and  the  debtor  per- 


THE  PRACTICE   BUILDER 


581 


sistently  refuses  to  pay  attention  to  notices  and  letters,  the  following 
note  should  be  mailed: 

John  Smith, 

Dear  Sir:  I  attended  promptly  to  your  work,  and  I  ask  a  return  of  courtesy. 

Respectfully, 
A.  B.  Blank. 

This  letter  makes  John  a  little  bit  ashamed  of  himself,  and  he  is  likely 
to  pay  at  once  and  apologize  for  his  backwardness  in  coming  forward. 

Another  form  which  is  very  effective  is  the  following: 

John  Smith, 

Dear  Sir:  I  shall  have  special  need  for  an  amount  of  money  on  the  15th 
inst.,  and  I  should  consider  it  a  favor  if  you  will  oblige  me  with  the  amount  of 
your  account  before  that  date.  Yours  truly, 

A.  B.  Bl.ank. 

Such  a  request  courteously  made  will  cause  any  fair-minded  person 
to  exert  himself  in  your  behalf,  and  he  will  endeavor  to  have  the  amount 
ready. 

Another  effective  manner  of  rendering  bills  is  to  make  out  the  second 
bill  with  the  same  date  as  the  first  and  mark  it  "  duplicate,''  or  •"  26. 
bill,"  "  3d  bill,"  "  4th  bill,"  and  so  on,  always  keeping  the  first  date  on, 
which  impresses  the  debtor  with  the  age  of  the  account. 

To  those  who  habitually  throw  bills  aside  when  sent,  it  is  proper,  at 
a  time  when  you  have  an  especial  expense  to  meet,  to  drop  a  note  stat- 
ing that  you  will  need  funds  on  a  certain  date,  and  give  your  reasons 
for  making  so  pressing  a  request. 

With  a  delinquent,  use  the  phrase  "  Amount  now  on  the  books,  $ — ;"' 
or  "Balance  still  on  the  books  S — ,"  on  the  bill,  and  enclose  a  brief  note 
stating  that  his  account  is  greatly  overdue,  or  that  it  is  now  the  oldest 
account  on  the  books,  and  ask  him  to  oblige  you  by  calling  and  settling. 
This  will  induce  him  to  call  and  make  an  explanation,  or  to  pay  a  portion 
of  the  bill  which  otherwise  might  remain  unpaid  for  months. 

It  is  best  not  to  itemize  accounts,  but  put  in  the  amount  of  the  bill 
without  items ;  but  of  course  have  the  items  on  day  book  and  ledger  so 
that  thev  mav  readilv  be  referred  to  if  necessary.     When  you  have 


582  THE    PRACTICE    BUILDER 

rendered  a  bill  to  a  grasping  person,  and  he  sends  you  a  check  that  does 
not  fully  liquidate  the  account,  write  as  follows: 

John  Smith, 

Dear  Sir:  I  am  in  receipt  of  your  check  for  $ .    This  amount  is  not 

acceptable  to  me  in  full  liquidation  of  your  account.  The  bill  as  submitted  by  me 
is  reasonable  and  just,  and  I  have  afforded  you  ample  time  for  its  consideration. 
I  ask  simply  that  you  accord  me  the  same  treatment  I  extended  you. 

Very  respectfully, 

A.  B.  Blank. 

You  must  remember  that  business  is  business,  and  should  always  be 
regarded  as  such.  You  must  be  clothed  and  fed,  and  must  support 
those  dependent  upon  you,  just  as  other  people  do.  Let  no  false  deli- 
cacy or  politeness  break  up  the  business  part  of  your  profession,  or  in- 
terfere with  money  matters,  or  prevent  your  knowing  where  sentiment 
ends  and  business  begins. 

The  practice  of  dentistry  is  the  work  of  your  life;  it  is  as  honest, 
useful,  and  legitimate  a  branch  of  human  industry  as  any  on  the  face  of 
the  globe,  and  no  one  earns  his  living  more  fairly,  nor  often  more  dearly, 
than  the  hard-working  dentist;  and  both  common  sense  and  vital  neces- 
sity require  that  you  should  try  to  provide  properly  for  yourself  and  for 
those  dependent  on  your  labors  for  their  support.  This  you  cannot  do 
unless  you  have  a  business  system,  for  upon  system  depends  both  your 
professional  and  financial  success. 

Xo  man  is  at  his  best  when  handicapped  by  poverty,  and  no  one  can 
practice  dentistry  with  clearness  and  effect  if  his  mind  and  spirits  be 
depressed  by  the  debts  he  owes,  and  those  that  others  owe  him.  The 
grocer,  the  tailor,  the  dental  dealer,  all  must  be  paid.  Wrinkled  purses 
make  wrinkled  faces. 

If  you  do  not  send  your  bills  promptly,  people  will  think  you  do  not 
believe  in  prompt  collecting,  or  that  you  do  not  depend  altogether  on 
your  practice  for  support,  or  that  you  do  not  need  the  money  nearly  so 
much  as  they  do;  consequently  they  will  be  more  careful  than  you  have 
been.  The  nearer  your  financial  arrangements  approach  the  cash  sys- 
tem, the  better  it  will  be  for  yourself  and  family. 

It  is  wise  to  have  "  Folio  — "  on  your  bill  heads,  and  to  insert  the 


THE  PRACTICE   BUILDER  583 

number  of  ledger  page  in  the  blank,  to  show  the  patient  that  it  is  on  the 
books  and  that  you  see  the  account  often.  If  you  do  not  look  after 
accounts  while  they  are  still  young  you  may  be  glad  to  take  a  good  deal 
less  in  settlement,  and  to  do  this  weakens  your  claim.  Many  patients 
will  quit  employing  you  to  escape  an  old  claim,  and  then  to  hide  from 
their  surprised  neighbors  the  true  cause,  will  trump  up  some  falsehood 
and  give  you  a  bad  name  to  prevent  others  from  employing  you  and 
thereby  possibly  learning  the  true  reason  for  their  change. 

Before  you  have  practiced  long  you  will  find  that  your  welfare  will 
depend  not  upon  how  much  you  book,  but  upon  how  much  you  collect; 
and  that  if  you  never  insist  upon  the  payment  of  your  fees  you  can  never 
separate  the  wheat  from  the  chaff. 

When  patients  ask  how  much  their  bills  are,  or  how  much  they  are 
indebted  for  this  or  that  service,  always  reply  with  courteous  prompt- 
ness and  decision  "  five  dollars,"  or  "  ten  dollars,"  or  "  fifty  cents,"  or 
whatever  else  the  amount  may  be,  large  or  small;  and  if  you  are  careful 
to  avoid  prefacing  or  following  this  reply  with  other  words,  most  people 
•will  in  the  embarrassment  of  the  moment  proceed  to  pay  without  objec- 
tion ;  whereas  if  you  add  more  words  it  will  weaken  your  claim  in  their 
minds,  or  impress  them  with  the  belief  that  you  have  no  settled  charge, 
.and  will  furnish  them  with  a  pretext  to  show  surprise  or  contend  for  a 
reduction.  When  one  does  demur  at  the  amount,  show  your  amaze- 
ment and  be  prepared  at  once  to  defend  or  explain  the  justice  of  the 
■charge. 

Take  your  fees  for  honest  services  whenever  tendered.  Patients 
will  often  ask:  "  Doctor,  when  shall  I  pay  you?  "  or  "  Shall  I  pay  you 
now?"  A  good  plan  is  to  answer  promptly:  "Well,  I  take  money 
whenever  I  can  get  it;  if  you  have  it  you  may  pay  it  now,  as  it  will 
leave  no  bones  to  pick;"  or,  "Short  payments  make  long  friends;" 
or,  "  Prompt  pay  is  double  pay,  and  causes  the  dentist  to  think  more 
of  his  patients,"  or  something  to  that  efifect.  Never  give  such  answers 
as,  "  Oh,  any  time  will  do,"  or  "  It  makes  no  difference  when,"  or  you 
will  soon  find  it  to  be  very  expensive  modesty. 

Patients  will  occasionally  dispute  the  correctness  or  justness  of 
your  charges.  If  a  bill  is  not  correct,  correct  it  at  once,  and  willingly, 
with  such  an  expression  of  regret  at  the  error  as  may  be  judicious;  if. 


584  THE  PRACTIC£   BUILDER 

however,  it  be  correct  and  just,  do  not  allow  yourself  to  be  brow-bcatcn 
into  the  position  that  it  is  otherwise;  when  payment  is  made  on  an  ac- 
count always  insist  on  giving  a  receipt,  but  never  under  any  circum- 
stances give  a  receipt  before  you  have  the  cash  in  your  hand.  Do  not 
give  a  receipted  bill  as  a  compliment  to  a  minister,  or  to  anyone  else, 
because  if  you  do  they  can  delay  payment  as  long  as  they  please.  It 
makes  no  difference  how  much  confidence  you  have  in  anyone's  hon- 
esty, it  is  not  business  and  it  is  not  sense. 

Here  is  a  trick  that  has  been  played  with  a  receipt:  the  work  having 
been  completed,  the  patient  says:  "  Make  out  my  bill,  Doctor,  and  I'll 
pay  you. 

You  make  out  the  bill  and  receipt  it,  expecting  payment,  and  he 
will  walk  out,  saying:  "  I'll  call  in  this  afternoon  with  the  money." 
Having  received  the  receipted  bill,  he  can  call  in  when  he  gets  good 
and  ready.  Therefore,  when  you  are  asked  to  make  out  a  bill,  do  so, 
and  hand  it  to  the  person,  saying:  "  Fifteen  dollars,  please,"  and  don't 
say  a  word  before  or  after  these  words.  If  he  pays  you  say,  "  Just  hand 
me  the  bill  a  moment,  please,  and  I  will  receipt  it,"  but  if  he  says  "  I'll 
call  in  an  hour  and  pay  you,"  he  holds  no  receipt  and  you  have  nothing 
to  worry  about. 

If  you  have  given  a  receipted  bill  before  payment,  and  think  it  pos- 
sible he  intends  to  keep  the  receipt  as  evidence  of  payment,  write  a 
letter  inclosing  a  bill  for  a  larger  amount ;  as,  for  instance,  if  you  gave 
a  receipted  bill  for  fifteen  dollars,  send  one  for  twenty  dollars,  not  men- 
tioning the  fact  that  the  other  was  fifteen  dollars,  and  the  debtor  will 
immediately  call  your  attention  to  the  fact  that  the  amount  should  be 
fifteen  dollars.  Of  course  you  will  mention  in  the  letter  that  you  in- 
advertently gave  a  receipt;  then,  when  the  statement  is  made  that  the 
amount  should  be  fifteen  dollars,  you  can  hold  that  as  evidence  that 
the  bill  is  not  paid. 

When  you  are  in  dispute  about  an  account,  or  when  a  patron  re- 
fuses to  pay  you  for  your  work  and  you  have  in  mind  the  purpose 
of  suing  him,  consider  well  both  his  own  and  your  side  of  the  question 
before  putting  the  matter  in  the  hands  of  an  attorney.  It  will  seldom 
pay  you  to  sue  people,  even  though  your  suits  be  successful;  it  is,  gen- 
erally speaking,  undesirable  to  begin  litigation  to  enforce  your  claims, 


THE    PRACTICE    BUILDER  585 

except  under  very  aggravating  circumstances  or  to  maintain  your  repu- 
tation and  self  respect.  Professional  men,  whether  physicians  or  den- 
tists, who  go  to  law  frequently  to  recover  fees  generally  lose  more  in  the 
end  than  they  recover,  because  prejudice  is  excited  and  enemies  of  the 
most  active  kind  made.  Honest  poverty  should  not  be  pursued  in  the 
courts. 

When  a  person  pays  all  of  an  account  but  ten  or  fifteen  dollars,  or 
when  a  check  is  sent  which  does  not  fully  liquidate  the  bill,  and  you 
have  sent  the  letters  as  suggested  in  this  article,  it  is  best  to  put  your 
pride  in  your  pocket,  no  matter  how  aggravating  the  circumstances; 
unless  the  person  is  contemptible  and  notoriously  grasping,  when,  if 
you  have  a  strong  case,  sue  him,  and,  if  necessary,  carry  the  case  up. 
You  can  find  out  if  your  case  is  sustained  by  reference  to  "  Rehfuss's 
Dental  Jurisprudence,"  wherein  cases  of  every  possible  nature  are  fully 
cited. 

In  the  selection  of  an  attorney  for  the  collection  of  accounts  it  is 
well  to  remember  that  your  consulting  attorney  is  not  the  person  for 
these  duties,  because  his  interest  lies  in  the  favorable  influence  and 
friendly  feeling  of  the  general  public;  to  render  accounts  to  your  pa- 
tients would  likely  be  hurtful  to  his  professional  and  business  interests; 
few  attorneys  ca;"e  to  engage  in  collecting  home  accounts,  as  their  politi- 
cal aspirations  or  professional  practice  may  be  affected  by  the  ill-feel- 
ing engendered  because  of  prodding  habitual  delinquents.  Select  some- 
one whose  specialty  is  collecting.  A  good,  honest  collector,  one  who 
possesses  judgment  and  sufficient  tact  to  wake  up  hard  customers,  and 
get  money  on  an  easy  installment  or  other  plan  from  reluctant  and 
dilatory  debtors  without  irritating  them  and  converting  them  into  active 
enemies,  will  be  found  very  useful,  and  quite  necessary  if  you  be  too 
tender  or  too  high-spirited  to  allow  a  direct  transfer  of  remuneration 
from  old  friends  or  refined  patients,  or  if  you  have  no  time  or  are  an 
indifferent  collector  yourself.  Having  only  business  transactions  with 
patients,  his  interviews  with  them  are  business  exclusively  and  he  can 
persevere  in  his  efforts  to  collect  to  a  degree  that  you  would  find  un- 
pleasant and  humiliating.  Many  thoroughly  honest  people  are  too 
poor  to  pay  honest  bills,  and  if  you  allowed  their  accounts  to  accumu- 
late they  would  be  unable  to  pay  the  whole,  even  if  they  wished;  con- 


586  THE  PRACTICE  BUILDER 

sequently  you  would  place  them  in  a  position  of  embarrassment.  Hav- 
ing a  collector  prevents  this  and  keeps  one's  financial  department  in  a 
healthy  condition.  It  also  tends  to  stimulate  those  who  are  habitually 
slow  of  payment,  and  at  the  same  time  sifts  out  undesirable  patients  and 
erases  their  names  from  your  list  before  they  run  their  bills  very  high. 
Most  collectors  have  specific  arrangements  under  which  they  en- 
gage to  collect  accounts,  charging  usually  ten  per  cent,  of  the  amount; 
where  great  difficulty  has  been  had  in  collecting  from  particularly  no- 

« 

torious  customers,  they  sometimes  receive  more  than  ten  per  cent. 

If  dentists  would  furnish  each  other  with  blacklists,  containing  the 
names  of  all  those  indebted  to  them  who  have  by  their  actions  shown 
themselves  unworthy  of  credit,  they  would  be  mutually  benefited,  and 
would  save  many  hours'  labor  and  a  good  many  dollars'  worth  of  mate- 
rial. 

A  scheme  recently  placed  in  operation,  and  of  which  we  believe  there 
are  two  or  three  representatives,  is  that  which  protects  business  and 
professional  men  from  persons  who  make  a  business  of  leaving  one 
store  as  soon  as  their  credit  is  gone,  and  running  an  account  with  an- 
other house.  One  of  these  corporations  is  called  The  Interstate  Collec- 
tion Agency  and  Information  Bureau,  and  the  other  The  American 
Collection  Agency. 

These  incorporations  engage  to  give  information  as  to  the  reliabil- 
ity of  any  person,  by  means  of  lists  carefully  revised  at  short  intervals; 
it  is  only  necessary  to  look  over  the  list  and  find  if  the  name  of  the 
applicant  is  there,  and  if  he  is  said  to  be  indebted  to  half  a  dozen  busi- 
ness men  and  one  or  more  dentists  or  physicians,  an  explanation  is  in 
order.  The  cost  of  these  arrangements  is  about  fifteen  dollars  per  year, 
and  the  charge  for  collection  of  the  bad  accounts  is  twenty-five  per  cent. 
These  persons,  having  no  other  business  but  collecting,  it  is  fair  to  pre- 
sume that  they  do  it  properly.  The  fear  that  their  names  will  be  given 
publicity  by  these  lists  will  keep  many  persons  from  holding  back  what 
they  know  to  be  the  dentist's  rightful  dues. 

When  a  person  has  had  a  line  of  work  done  and  you  know  nothing 
about  either  his  ability  or  intentions  to  pay,  and  he  has  said  nothing 
about  the  fee  or  whether  or  not  he  would  be  ready  to  pay  when  the 
work  is  completed,  but  waits  until  about  to  leave  the  ofiBce  before  men- 


THE   PRACTICE   BUILDER 


587 


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Fonn  for  combined  Bill  and  Note 


588  THE  PRACTICE  BUILDER 

tioning  wlicn  lie  can  pa},  }ou  should  say:  "All  right,  just  step  over 
here  a  moment,  please,  and  sign  this  book." 

If  the  person  demurs,  and  says,  "  I  don't  want  to  sign  any  kind 
of  paper,"  you  say:  "  Well,  you  intend  to  pay  it,  don't  you?  "  He  will, 
sign. 

Indicate  that  it  is  customary  for  you  to  have  everyone  sign  these 
forms,  irrespective  of  business  or  social  standing.  If  the  person  does 
not  call  at  the  time  specified,  send  a  memorandum  stating  that  his  note 
falls  due  on  such  a  day:  when  no  attention  is  paid  to  it,  turn  the  note 
over  to  the  collector,  as  the  signature  is  of  course  an  evidence  of 
indebtedness. 

We  have  said  that  if  the  dealers  did  not  extend  a  liberal  credit  tO' 
the  dentist  it  would  be  impossible  for  the  latter  to  give  credit  to  their 
patrons;  at  least  this  is  so  as  far  as  the  first  years  of  practice  are  con- 
cerned. To  preserve  this  credit  and  maintain  friendly  relations  with 
the  dealers  should  be  the  aim  of  the  dentist  at  all  times.  The  dealers, 
are  rarely  of  a  disposition  to  push  an  account,  and,  so  far  as  we  are 
aware,  are  always  willing  to  favor  the  dentist  whenever  it  is  possible  tO' 
do  so. 

When  a  dentist  once  becomes  a  constant  patron  of  a  dealer  in  dental 
supplies,  his  trade  is  worth  holding,  because,  if  he  lives,  his  orders  are 
likely  to  be  received  for  a  great  many  years  to  come;  hence  it  is  to  the 
benefit  of  the  dealer  to  retain  the  patronage  of  his  customer,  and  when 
he  knows  the  customer  to  be  earnest,  sober,  and  industrious,  we  have 
yet  to  hear  of  a  lack  of  courtesy  shown  the  dentist  by  the  dealer.  When 
the  dentist  is  in  possession  of  a  full  practice,  it  is  customary  for  the 
dealer  to  permit  an  account  to  get  much  larger  than  when  the  practice 
is  not  so  long  established  nor  so  large.  It  is  very  important  for  the 
dentist  to  bear  in  mind  that  he  must  use  his  best  endeavors  to  keep  his 
account  with  the  dealer  in  such  shape  that  he  can  always  be  ready  to 
pav  it  if  necessary.  So  many  forget  that  their  accounts  with  their 
dealer  must  be  paid,  and  use  money  for  some  other  purposes  which 
should  be  applied  to  this. 

To  be  able  to  keep  out  of  debt  is  one  of  the  best  aids  to  a  young 
man's  success. 


THE   PRACTICE   BUILDER  589 

Run  never  in  debt,  but  pay  as  you  go; 
A  man  free  from  debt  feels  a  heaven  below; 
It  needs  a  great  effort  the  spirit  to  brace, 
'Gainst  the  terror  that  dwells  in  a  creditor's  face. 

If  one  will  be  independent  in  business  and  have  a  free  course  in  the 
world,  he  must  be  self-reliant  and  build  up  a  sturdy,  strong  manhood. 
One  is  strong  who  is  conscious  that  if  all  the  business  in  the  world 
around  him  should  fail,  his  possessions  will  abide  because  he  has  no 
debts  to  pay.  A  panic  cannot  hurt  such  an  one,  except  in  the  volume 
of  his  patronage.  His  home  will  continue  to  be  a  shelter  for  his  family, 
and  no  man  can  touch  it.  His  occupation  may  be  gone  for  a  time, 
but  "  no  debts  to  pay  "  will  be  the  sweetest  song  that  can  ring  in  his 
soul  as  the  days  and  the  months  go  rolling.  Such  a  man  is  ready  for 
the  race  of  life  when  opportunity  presents  itself.  He  is  a  free  man, 
and  it  is  freedom  which  contributes  to  the  enjoyment  as  well  as  to  the 
prosperity  of  life.  It  will  help  to  banish  care  and  grief.  Above  all 
things,  avoid  debt. 

At  the  end  of  each  month  the  dealer  sends  a  statement  to  the  den- 
tist, giving  the  full  amount  due,  and  usually  requesting  that  a  check 
for  an  amount  mentioned  be  sent  to  apply  on  the  account ;  and  it  is  cus- 
tomary, when  the  amount  has  reached  a  certain  figure,  to  attach  to 
the  statement  a  small  slip  whereon  is  written  a  date  in  advance  when 
the  dealer  will  draw  for  an  amount  specified,  and  usually  at  three  days' 
sight,  unless  a  remittance  is  sent  previous  to  the  date  named.  When 
it  is  convenient  to  do  so,  send  a  check  before  the  draft  comes,  as  the 
dealer  generally  gives  about  ten  days'  notice  of  his  intention  to  draw. 

When  it  is  not  convenient  either  to  send  the  check  or  meet  the 
draft,  a  gentlemanly  request  to  wait  a  little  while  is  generally  courteously 
complied  with. 

Whenever  several  requests  have  been  made  by  the  dealer  for  a 
remittance,  and  your  financial  condition  is  such  that  you  cannot  at  once 
comply,  you  should  write  a  courteous  letter  stating  the  reasons.  Deal- 
ers understand  that  not  only  are  there  seasons  of  dullness  in  all  lines  of 
dental  work,  but  also  that  at  some  periods  of  the  year  collections  are 
much  more  readily  made,  and  they  know  that  these  favorable  periods 
differ  in  different  localities. 


590  THE   PRACTICE   BUILDER 

When,  however,  a  draft  does  come,  do  not  return  it  unpaid  if  you 
can  possibly  meet  it,  even  if  you  have  to  go  out  collecting;  and,  above 
ail,  don't  get  liufTy  and  write  impudent  letters  to  your  dealer;  he  is  your 
friend,  and  if  you  write  him  a  gentlemanly  letter  he  will  grant  any 
reasonable  request. 

When  an  account  has  reached  an  amount  that  it  is  unusual  for  deal- 
ers to  carry  on  their  books,  and  you  are  not  ready  to  make  payment 
in  full,  you  can  either  send  a  check  in  part  payment  of  the  account  or 
make  two  or  three  notes  payable  at  thirty,  sixty,  and  ninety  days.  You 
have  nothing  to  lose  by  being  frank  with  the  dealer,  and  he  will  respect 
you  all  the  more  for  it.  Evasive  replies  to  polite  requests  for  remit- 
tances, and  attempts  at  subterfuge,  tend  to  lessen  his  confidence  in  you; 
and  then  you  need  not  be  surprised  if  he  shows  a  disposition  to  confine 
your  account  to  a  small  amount.  You  are  one  perhaps  of  several  hun- 
dred patrons,  and  it  does  not  take  a  large  account  from  each  to  make 
the  total  show  up  in  pretty  large  figures. 

A  dentist  should  not  change  dealers  if  he  can  avoid  doing  so,  and 
not  without  cause,  at  any  rate.  The  chief  cause  of  such  changes  is  be- 
lieved to  be  this  one  question  of  credit.  It  will  pay  a  dentist  in  the  long 
run  to  stick  close  to  his  regular  dealer.  He  gains  nothing  by  a  constant 
shifting,  and  it  does  not  help  his  credit;  and  if  he  is  not  careful  his 
patronage  may  not  be  sought  after  at  all.  Strive  at  all  times  to  maintain 
pleasant  relations  with  dealers  and  their  travelling  representatives.  The 
latter  are  in  close  and  continual  touch  with  other  dentists  all  over  theii* 
routes,  and  consequently  come  into  possession  of  much  information 
that  is  valuable,  and  they  are  in  a  position  to  favor  their  special  friends 
with  inside  information  concerning  many  things.  Try  to  be  an  especial 
friend  of  all  the  dealers'  special  representatives. 


How  to  Get  Patronage 

"  Merit  compels  recognition  " 

Having  established  himself  in  an  appropriately  appointed  office, 
favorably  located,  the  young  dentist  finds  himself  at  a  loss  as  to  just  how 
to  introduce  himself.  If  he  is  in  a  small  town  he  cannot  do  better  than 
to  employ  the  more  modest  forms  illustrated  in  the  chapter  on  "  Intro- 
duction to  the  Public,"  for  there  are  money-saving  ideas  therein,  and 
they  show  as  well  how  to  save  time,  which  is  more  to  the  point.  He 
should  not  permit  his  impatience  to  run  away  with  his  better  judgment 
and  use  announcements  that  lack  professional  tone,  or  in  which 
references  are  made  to  low  fees  or  special  inducements  of  any  kind. 

The  best  way  to  inform  the  professional  friends  (physicians,  at- 
torneys, etc.)  that  he  has  entered  practice  is  by  use  of  the  Announce- 
ment or  Invitation  forms  shown  in  the  chapter  already  referred  to. 
These  should  also  be  sent  by  mail  and  in  sealed  envelopes  under  letter 
postage. 

Young  men  cannot  too  earnestly  be  advised  against  conducting  an 
advertising  office  in  the  smaller  cities,  or  one  that  is  conducted  in  any- 
thing like  the  manner  in  which  these  offices  are  managed.  Nothing,  in- 
deed, could  be  more  undesirable  than  to  open  an  office  in  a  small  city 
and  to  receive  the  patronage  of  the  least  desirable  element  of  the  com- 
munity from  the  start,  and  so  predispose  more  desirable  patients  unfa- 
vorably toward  the  office.  In  a  large  city,  of  course,  there  is  no  expec- 
tation of  getting  any  other  class  but  that  which  is  attracted  by  advertis- 
ing, when  the  practice  is  an  advertising  practice. 

If  the  young  man  enters  practice  in  a  large  city  in  which  he  has 
few  acquaintances,  he  is  confronted  with  the  great  difficulty  of  how  to 
successfully  make  himself  known. 

He  sits  in  his  office  day  by  day,  without  any  patients  applying,  while 

591 


592  THE    PRACTICE    BUILDER 

across  the  way  he  sees  people  entering  and  departing  from  the  office 
of  an  estabhshed  practitioner.  People  go  to  and  fro  past  his  own  office 
and  never  seem  to  notice  the  door-plate.  He  becomes  discouraged, 
and  is  tempted  to  use  some  scheme  to  get  patrons.  He  believes  that 
those  in  practice  have  attained  their  position  by  advantages  which  he 
himself  has  been  denied. 

The  following  incident  occurred  in  Boston: 

A  practitioner  enjoying  a  very  exclusive  practice,  having  an  office 
in  one  of  the  most  desirable  sections  of  the  city,  elegantly  appointed; 
using  pearl-handled  instruments  kept  at  the  temperature  of  the  mouth 
in  a  specially  constructed  apparatus;  using  the  most  delicately  scented, 
highest  grade  correspondence  paper,  richly  engraved  with  his  name  and 
address,  and  everything  that  would  indicate  the  most  exclusive  and 
unapproachable  professional  position,  was  applied  to  by  letter  by  the 
head  of  a  family  who  was  about  to  depart  for  a  European  tour,  and 
who  was  desirous  of  having  his  teeth  attended  to  before  sailing.  The 
following  was  sent  by  the  dentist  in  reply : 

"  Dr.  Goldtooth  begs  to  inform  Mr.  01dfamil\-  that  he  does  not  per- 
form work  for  persons  unknown  to'  him,  without  a  previous  introduc- 
tion, or  through  a  letter  of  reference  from  one  of  his  regular  clients. 
If,  however,  Mr.  Oldfamily  is  a  member  of  the  family  of  'Mr.  X.  Y.  Z. 
Oldfamily,  that  in  itself  would  constitute  a  sufficient  introduction,  and 
Dr.  Goldtooth  will  be  pleased  to  meet  him  on  Friday  next  at  2  P.  M." 

Mr.  Oldfamily's  opinion  of  this  matter  is  not  recorded. 

When  a  young  practitioner  understands  that  there  are  practices 
conducted  upon  this  basis  of  exclusiveness.  he  wonders  how  such  den- 
tists began  their  professional  careers.  Were  they  always  as  particular 
as  this  incident  would  indicate?  We  believe  not.  Many  young  men 
would  be  glad  to  receive  as  patrons  those  whose  antecedents  are  doubted 
by  the  ultra-ethical  individuals. 

It  is  of  advantage  to  a  young  man  who  enters  practice  in  the  city 
where  he  received  his  professional  training,  if  he  was  careful  to  take 
down  the  addresses  of  those  who  were  his  patients  while  operating  at 
the  chair  in  the  infirmary.  When  he  is  ready  for  practice  he  can  send 
to  these  persons  his  announcements  and  other  suitable  forms.  An 
announcement  form  suitable  for  this  is  shown  herewith : 


THE   PRACTICE   BUILDER  593 


A.  B.  BLANK,  D.D.S. 

A  Graduate  of  the  Philadelphia  Dental 
College,  announces  to  his  jxitrons  and 
friends  that  he  has  established  himself 
at  1226  Plum  Street  for  the  practice 
of  dentistry. 


or ncE  HOURS 
rrom  9  A.  n.  to  4  P.  n. 

1226  Plum  St. 

Philadelphia 

MARCH   I,  1596 


Announcement  form.     Should  be  upon  double  sheet 


594  THE   PRACTICE    BUILDER 

He  must  use  announcements  of  some  kind,  or  tlic  people  cannot 
know  tliat  lie  is  in  practice.  The  wisdom  of  keeping  the  addresses  of 
those  who  were  his  patients  while  he  was  a  student  will  thus  be  seen, 
for  they  will  patronize  him  after  he  has  engaged  in  practice,  if  his  work 
was  good;  and,  if  they  do  not  call,  themselves,  they  w'ill  send  some  of 
their  friends  to  him.  Thus  he  has  a  start,  and  a  start  is  all  anyone  can 
ask. 

One  young  man.  who  located  in  the  residence  district,  solved  the 
question  of  making  himself  known  by  clothing,  himself  in  his  very 
best  apparel,  and.  with  appearance  above  reproach,  he  called  at  the 
residences  in  his  neighborhood,  rang  the  bell  and  presented  his  card, 
and,  after  having  been  invited  inside,  he  stated  that  he  had  opened  a 
dental  office,  and  gave  the  address.  He  stated  that  his  practice  would 
be  conducted  according  to  the  highest  requirements  of  dentistry,  and 
that  any  time  any  of  the  family  needed  the  services  of  a  dentist  he 
would  be  glad  to  receive  a  call,  when  he  would  serve  them  to  the  very- 
best  of  his  ability. 

The  established  dentist  looks  with  much  disfavor  on  the  tactics 
sometimes  adopted  by  young  men  to  get  patronage,  but  they  should 
overlook  a  great  deal.  Many  young  men  are  driven  almost  to  despera- 
tion. They  may  not  have  enough  to  pay  a  week's  board  and  are  some- 
times compelled  to  pocket  their  pride  and  get  something  to  do  or  go 
hungry. 

One  method  of  using  an  announcement  form  is  to  insert  it  in  an 
envelope,  and  have  it  placed  under  the  doors  of  the  residences  in  the 
neighborhood  of  his  office.  Sometimes  the  address  of  the  house  is 
written  on  the  envelope.  If  the  dentist  will  take  the  city  directory  and 
a  small  map  of  the  city,  he  can  learn  the  name  of  every  street  in  his 
locality,  and  can  map  out  a  particular  district  or  section  for  himself, 
and  then,  by  use  of  the  directory,  find  the  names,  street,  and  number  of 
all  those  who  live  in  that  section.  To  these  he  addresses  the  envelope, 
seals  it  and  stamps  it  with  a  two-cent  stamp,  and  sends  it  by  mail.  In 
this  way  it,  of  course,  reaches  the  heads  of  the  families,  and  is  opened 
and  may  receive  their  attention,  especially  if  they  have  no  special  pref- 
erence in  the  matter  of  a  family  dentist. 

The  form  generally  used  is  something  after  the  following: 


THE   PRACTICE   BUILDER  595 


Dr.  A.  B.  BlQRf^ 

Dentist 

is  now  located  at 

1267  West  Adams  Street 

where  he  Is  ready  to  receive  patients 
at  his  usual  office  hours: 

9  B./IR.  to  4  Ip./IB. 


CHICAGO 

MTW  I,  1595 


Announcement  form.    Should  be  upon  double  sheet 


596  THE   PRACTICE   BUILDER 

The  intimation  is  tliat  Dr.  lilank  has  recently  moved.  Sometimes 
a  notice  similar  in  effect  is  allowed  to  run  for  some  time  in  the  local 
columns  and  special  notice  colunms  of  daily  or  weekly  papers,  and  in 
theatrical  and  other  programmes. 

Several  years  ago  men  who  had  attained  reputations  that  were 
national  did  not  hesitate  to  use  methods  that  might  now  be  considered 
questionable,  to  advance  their  interests  professionally.  One  way  was 
to  have  distributed  or  mailed,  not  alone  to  their  own  patrons,  but  to 
others,  copies  of  weekly  or  monthly  publications  issued  under  the  style 
and  title  of  "  Dr. 's  Dental  Journal."  In  addition  to  the  really  use- 
ful information  whicii  the  paper  contained,  relating  to  the  teeth,  there 
was  the  special  announcement  of  the  sender.  In  this  way  his  name  be- 
came more  familiar  to  the  recipient  than  that  of  any  other  dentist,  and 
no  doubt  resulted  in  much  additional  patronage. 

Another  idea,  which  is  somewhat  unique,  is  employed  by  dentists  in 
large  cities,  and  sometimes  in  the  smaller  ones.  The  plan  may  or  may 
not  be  a  good  one.  As  to  whether  it  is  a  violation  of  the  code  of  ethics 
we  are  not  prepared  to  say.  There  may  be  good  reasons  for  not  caring 
to  sign  the  name,  but  it  should  also  be  borne  in  mind  that  it  is  customary 
to  have  answers  to  "  ads  "  of  this  kind  go  to  the  paper,  and  the  adver- 
tiser calls  at  the  oflfice  for  them. 

Several  forms  which  are  used  are  shown  on  the  following  page. 

From  these  examples  it  will  be  seen  that  this  plan  has  been  used 
by  many  for  the  purpose  of  supplying  a  great  variety  of  needs.  In  some 
instances,  no  doubt,  it  results  in  gaining  a  large  number  of  new  patrons, 
whose  influence  will,  in  turn,  direct  others  to  the  same  dentist.  It  is 
only  in  the  largest  cities  that  this  plan  is  practiced,  for  the  reason  that 
only  in  such  are  there  likely  to  be  other  persons  that  could  meet  the 
requirements  of  these  advertisements.  The  transaction  saves  the  den- 
tist an  actual  outlay  of  cash  for  whatever  he  needs,  and  at  the  same 
time  gives  him  new  patrons.  Many  that  use  this  plan  may  have  no 
actual  use  for  some  of  the  things  advertised  for,  but  in  most  instances 
that  which  they  require  in  exchange  for  their  work  is  such  as  is  useful 
to  anyone. 

The  manner  in  which  a  dentist  lives  often  affects  his  practice  on 
the  start.     If  he  lives  from  hand  to  mouth,  eating  at  lunch  counters, 


THE   PRACTICE   BUILDER 


597 


lat  he  was  waving 

en  man,  seemingly 

ition  with  the  ut- 

saw  him  fall,  and 

aat  the  bullet  had 
'love  the  brisket, 
i  enough  to  slip 
ige  in  the  lower 
J  matter  encasing 
ihead  of  my  pres- 

imbed  to  the  upper 
le,  across  which  I 
on  coming  to  the 
of  which  we  had 
own  into  its  shad- 
sliding   down    its 
orable  point.     The 
1    depth — near    200 
id,  though  the  sun 
ivas  deep  twilight 
>ag  down  the  bot- 
n  came  in  sight  of 
•ith.     There  was  a 
the  hilltops,  across 
ng  through, 
ilong  I  saw  where 
lad  idled  away  the 
he   short   grass   or 
great  wall.    I  now 
and  when  within 
mouth  of  the  can- 
i\)t  200  yards  away 

side  of  the  valley 

tly  for  perhaps  50 

after  the  manner 

elk  was  standing 

a  sentry  at  a  dun- 

a  fine  view  of  him 

1st  the  sunlit  slope 

IS    resembling   the 

He  seemed  to  be 

larticular,  but  just 

nteresting  to  turn 

-  close  at  hand. 

.e  deep  gloom,  at 

,   I   levelled  the 

targets.     But  it 

,.  ves  and  deepen- 

jermit  me  to  get  a 

nake  a   sure   thing 

must  reach   a  low 

ad,  and  over  which 

t  as  much  as  pos- 
spmewhat    on    the 


TO    EXCHANGE— A    reputable    den- 
tist will  exchange  high-grade   dental 
work  for  first-class  tailoring.     Address 
"  Dentos,"  Tribune  Office. 

TO    EXCHANGE— Dentist    will    ex- 
change dental  work  for  piano.     Ad- 
dress X.  Y.  Z.,  Herald  Office. 

TO  EXCHANGE— Downtown  dentist 
.will  exchange  best  dental  work  for  a 
good  typewriter.     Address  H.,  207  Rec- 
ord Office. 

TO    EXCHANGE— Dentist    will    ex- 
change his  services  for  a  high-grade 
bicycle  of  this  year's  pattern.     Address 
offers  to  M.,  187  Enquirer  Office. 

TO    EXCHANGE— Dentist    will    per- 
form  high-grade   work   in    exchange 
for  real  estate.    Address  O.  P.  H..  Rec- 
ord Office. 

TO    EXCHANGE— Reputable    practi- 
tioner   in    dentistry    will    insert    best 
bridge  work  for  oil  painting.     Address 
P.  O.  Box  227,  City. 

TO  EXCHANGE— A  dentist  will  ex- 
change a  due  bill,  good  for  $150,  for 
carpeting,  painting,  and  wall  papering. 
Dentist  O.  K.,  Herald  Office. 

TO  EXCHANGE— A  due  bill  for  $100 
worth  of  dental  work,  at  the  office  of 
a  reputable,  high-class  dentist,  to  ex- 
change for  tailoring,  dressmaking,  or 
will  sell  for  $80  cash.  A.,  22  Tribune 
Office. 

TO  EXCHANGE— Dentist  will  give 
dental  work  in  exchange  for  music 
lessons  for  his  daughter,  or  for  instruc- 
tion in  French.  Dentine,  Leader  Of- 
fice. 

TO    EXCHANGE— Dentist   wishes  to 
exchange   dental   work  for  groceries, 
or   what  you   have   to   offer.      Address 
"  Aurum,"  Times  Office. 


I  to  strike  somewher 
I  that  I  had  gained 
got  to  alter  my  ca' 
\  ing  at  the  top  ol 
j  A  simple  thing  to 
rific  results  ! 
I      The   powder   ch 
i  grains,  yet  that  lit 
'  tween  those  walls, 
sound  crashing  aga 
yon  and  reboundir 
I  wall  to  wall,  as  I 
i  ball.    I  looked  up 
come  tumbling  a' 
[  withstood  the  sho 
:.t    the    disturbanc 
bounding  awaj',  w; 
fainter,  till  it  seen: 
wall    between   this 
and    came    roarinj 
Then,  rolling  past, 
valley,  where  it  fii 
died  away,  like  th^ 
ing  thunder  storm. 
But  what  of  the  t 
that  something  hac 
seemed  bending  ui 
his   head   as   if   in 
watched,  expecting 
full  minute  he  see 
deliberately  walkr 
What  with  the 
elk,    I   had   neglec 
Before  I  could  p' 
the  chamber  the  t 
yon.      I    followed 
going  a  long  dista 
the  marshalling  of' 
ther  pursuit,  but  fai 
of  my  game. 

Returning    to    t' 
broke  in  on  the  r 
amined   for  ma*-' 
dark  to  make  :. 
detect  a  crimson 
stem  the  elk  had  ' 
With  this  I  was 
hoping  the  light  0 
me  in  possession  o 
As  I  made  my  w 
depressed  at  the 
but  as  I  thought  oi 
my  spirits  lighter 
buoyancy.      For    v 
these  great  plains, 
and  glorious  poss" 
In  the  morning 
miles,  by  blood  spl 


598 


THE    PRACTICE   BUILDER 


he  is  likely  to  be  looked  upon  as  a  rather  commonplace  individual; 
and  this  mode  of  living  is  not  likely  to  attract  anyone  to  his  office,  and 
it  does  not  give  him  an  opportunity  for  making  acquaintances.  Young 
practitioners  generally  find  it  convenient  to  engage  board  at  a  fashion- 
able private  boarding  house,  because  thus  they  are  brought  into  contact 
with  persons  of  a  select  class,  and  make  many  acquaintances  that  will 
likely  prove  of  great  benefit.  After  having  made  the  accjuaintance  of 
all  the  desirable  persons  at  the  house,  and  having  secured  them  as 
patrons,  many  dentists  make  it  a  rule  to  at  once  change  their  boarding 
place  to  another  equally  fashionable  house.  This  plan  is  not  to  be 
commended,  as  it  does  not  look  well  in  a  professional  man.  It  is  a 
favorite  method,  however,  with  many  dentists,  especially  in  the  largest 
cities.  It  has  proved  so  profitable,  indeed,  to  some,  that  they  have  been 
able  to  have  a  home  of  their  own  in  a  very  few  years. 

When  a  dentist  has  acquaintances  and  friends  in  the  city  in  which 
he  engages  in  practice,  he  may,  besides  sending  the  announcement 
forms  we  have  illustrated  in  this  chapter,  and  also  in  the  chapter  headed 
"  Introduction  to  the  Public,"  send  them  copies  of  "  The  American 
Dental  Instructor,"  and  in  the  same  mail  a  polite  note  with  his  com- 
pliments. 

It  may  be  said  that  there  are  several  mediums  for  publicity  for  the 
young  practitioner;  these  are:  Society,  which  may  be  sub-divided  into 
General  Society  and  Fraternal  Society ;  the  Church,  and  church  or  re- 
hgious  societies;  and  advertising.  These  have  been  fully  discussed 
in  the  chapters  upon  "  The  Church,"  "  Social  Diversion,"  and  "  Adver- 
tising." 


How  to  Hold  Patronage 

"  6^1?/  what  you  can,  and  what  yoti  get  hold  " 

It  is  one  thing  to  be  able  to  attract  the  patronage  of  a  desirable 
class,  and  quite  another  to  retain  their  patronage.  Dentists  are  con- 
stantly reminded  of  this  by  the  fact  that  they  are  receiving,  in  their 
practice,  many  who  have  but  recently  been  the  patrons  of  other  dentists, 
and  by  realizing  that  many  of  their  own  patrons  have  sought  dental 
services  elsewhere. 

It  is  true  of  both  medicine  and  dentistry  that  patients  change  from 
one  practitioner  to  another  frequently;  indeed,  many  persons  in  the 
habit  of  receiving  dental  services  frequently,  do  not  patronize  the  same 
dentist  twice. 

The  worth  of  a  dental  practice  depends  upon  its  permanency;  and 
the  fact  that  its  patrons  do  not  continue  as  clients  operates  against  the 
reputation  of  the  practitioner.  It  is,  or  should  be,  a  matter  of  pride  to 
every  dentist  to  know  that  his  practice  is  a  permanent  one,  based  upon 
the  confidence  which  his  patients  have  in  him. 

In  nearly  all  practices  new  patrons  are  being  received,  and  old  ones 
being  lost  to  other  dentists.  If,  instead  of  these  old  patrons  being  lost 
their  patronage  could  be  jetained,  the  advantage  can  readily  be  seen; 
for  with  their  patronage  is  their  influence,  and  influence  is  one  of  the 
most  powerful  factors  in  the  upbuilding  and  upholding  of  a  dental  prac- 
tice. Either  men  do  not  know  how  to  retain  patronage,  or,  if  they 
do,  they  do  not  apply  the  means. 

In  the  beginning,  all  the  patients  must  necessarily  be  new  patrons 
to  the  dentist;  but,  as  time  rolls  by  and  the  dentist  becomes  more  and 
more  interested  in  the  active  duties  of  his  practice,  there  are  not  so 
many  new  patrons  applying  as  there  were  in  the  earlier  days.    There 

599 


Goo  THE   PRACTICE   BUILDER 

certainly  is  some  reason  for  this.  Often  it  is  due  to  the  fact  that  as  the 
dentist  becomes  more  absorbed  with  his  professional  work,  he  pays 
less  attention  to  those  little  details  upon  which  depend  the  growth  of 
the  practice.  He  forgets  to  use  many  little  things  that  in  the  beginning 
were  productive  of  much  good  in  the  way  of  attracting  patronage. 
These  may  have  been  either  in  relation  to  the  manner  of  the  man,  or  to 
methods  employed  in  extending  patronage,  factors  of  appearance  or 
personal  bearing,  or  a  failure  to  keep  in  close  touch  with  his  patrons. 

Financial  success  in  dentistry  is  said  to  be  based  on  the  number  of 
friends  a  dentist  may  have,  and  his  professional  success  upon  the  esteem 
in  which  he  may  be  held  by  the  members  of  his  profession.  The  first 
part  of  this  statement  may  or  may  not  be  true.  A  dentist  may  have  a 
very  large  number  of  friends,  but  these  friends  may  be  patrons  of  some 
other  practitioner.  His  financial  success  depends  upon  the  close  atten- 
tion which  he  devotes  to  the  details  of  his  practice,  constantly,  wiiether 
he  has  a  very  large  circle  of  acquaintances  or  not.  By  keeping  the  best 
interests  of  his  patients  in  view,  he  makes  them  his  friends,  and  by  his 
constancy  he  may  have  more  friends  in  less  time  than  other  dentists 
possessed  of  the  greatest  ability. 

One  of  the  most  important  factors  toward  retaining  patrons  is  clean- 
liness. Those  who  have  left  other  dentists  have  often  stated  that  they 
changed  because  the  last  dentist  was  not  cleanly.  To  always  wash  the 
hands  before  working  for  the  patient  is  one  of  the  most  important  mat- 
ters of  personal  deportment.  It  is  absolutely  essential  that  the  nails 
are  carefully  trimmed,  and  that  there  is  not  the  least  evidence  of  un- 
eleanliness  beneath  them.  Patients  have  sometimes  reported  that  the 
dentist  did  not  cleanse  the  instruments  after  he  finished  working,  and 
that  he  introduced  them  into  the  mouths  of  others  without  having  first 
cleansed  them  and  placed  them  in  an  antiseptic  bath.  People  are  fully 
aware  of  the  great  variety  of  individuals  for  whom  a  dentist  is  called 
upon  to  work,  and  many  are  in  constant  fear  of  infection  from  unclean 
instruments,  whether  forceps  or  operating  instruments,  such  as  lances, 
excavators,  broaches,  and  others,  that  might  make  wounds  of  the  gum. 
There  can  be  no  better  offset  to  this  fear  than  to  place  the  instruments 
in  the  steriHzer,  in  the  presence  of  the  patient,  not  in  an  ostentatious  way, 
but  in  the  most  matter-of-fact  manner.    This  will  be  commented  upon 


THE   PRACTICE   BUILDER  6oi 

by  the  patient  to  his  or  her  friends  and  cannot  but  redound  to  the  credit 
of  the  dentist. 

The  personal  appearance  of  the  dentist,  whether  in  the  offiice  or  on 
the  street,  should  always  be  maintained  above  criticism.  Failure  to 
observe  this  requirement  has  caused  loss  of  patrons.  Attire  that  is  slov- 
enly, soiled,  or  that  shows  long  wear  should  be  avoided.  Members  of 
all  the  professions  understand  the  need  for  the  observance  of  neatness, 
and  dentists,  especially,  by  reason  of  the  fact  that  they  are  called  upon 
to  work  for  ladies  more  than  for  anyone  else,  are  liable  to  criticism 
by  members  of  the  fair  sex,  who  are  known  to  be  the  sharpest  critics 
of  men's  dress,  and  who  are  the  first  to  commend  a  dentist  for  neatness 
of  appearance.  Young  men  are  more  thoughtful  in  this  respect  than 
their  elders.  Many  men  appear  to  give  very  little  attention  to  their  per- 
sonal appearance  after  they  have  reached  forty  years,  and  soon  become 
so  careless  in  this  respect  that  it  is  remarked.  Sometimes  men  give  little 
attention  to  the  details  of  their  practice,  after  they  have  been  in  pos- 
session of  a  good  clientele  for  some  years,  and  get  into  such  a  con- 
tented, self-satisfied  condition,  that  they  are  willing  to  let  others  set 
the  pace.  And  when  a  man  gets  into  this  condition  he  is  on  the  back- 
ward track.  This  condition  is  best  described  by  the  word  "  stagna- 
tion."   Stagnation  in  a  professional  man  means  professional  oblivion. 

Aggressive  and  progressive  men  succeed,  but  those  who  are  con- 
tent to  let  others  lead  the  way  rarely  accomplish  anything  worthy  of 
note.  A  dentist  cannot  get  a  large  practice  by  letting  it  run  itself,  nor 
by  neglecting  to  give  the  closest  attention  to  all  details,  not  only  of 
the  professional,  but  of  the  business  side  as  well.  It  is  the  lack  of  atten- 
tion to  these  things  that  is  responsible  for  old-established  practices  get- 
ting to  a  standstill  in  the  matter  of  attracting  patronage. 

The  causes  for  which  patrons  leave  dentists  may  sometimes  be  triv- 
ial, but  this  is  all  the  more  reason  for  giving  close  attention  to  the  little 
things;  and  it  will  be  found  generally  that  the  men  who  give  attention 
to  the  little  things  will  give  attention  to  the  things  that  are  of  great 
importance.  It  is  a  matter  of  principle  rather  than  of  dogma.  A  den- 
tist's associations,  the  company  he  keeps,  will  have  an  effect  on  his 
practice.  Avoid,  therefore,  associating  with  aimless  idlers  and  those 
who  bear  a  merited  stigma,  and  are  looked  upon  as  unworthy  by  the 


6o2  THE    PRACTICE    BUILDER 

people  of  the  town  or  neighborhood,  persons  who  are  notoriously  de- 
ficient, or  whose  hopes  and  ambitions  have  been  bhghted  or  wrecked 
by  intemperance,  or  their  good  names  otherwise  tarnished  by  their 
own  misconduct.  On  the  contrary,  let  your  associations  be,  as  far  ac 
possible,  with  professional  brethren  and  people  of  genuine  worth.  Pre- 
fer to  spend  your  unoccupied  moments  in  your  office  with  your  refer- 
ence books  and  dental  journals,  or  in  rational  conversation  with  high- 
minded  friends,  or  other  dentists,  or  at  dental  society  meetings,  to  loung- 
ing around  drug  stores,  hotel  bars,  saloons,  club-rooms,  cigar  stores, 
billiard  parlors,  barber  shops,  or  corner  groceries,  with  lazy  fellows, 
who  love  doing  nothing,  frivolity,  and  dissipation;  and  do  not  go  out 
riding  with  such  persons,  or  to  the  horse  races,  or  to  join  the  throng 
at  the  baseball  game.  No  one  ever  conceives  a  more  exalted  opinion 
of  a  professional  man  by  fraternizing  with  him  at  such  places,  or  in 
seeing  him  in  such  company.  Unfortunate  acquaintances  have  been 
the  ruin  of  many  a  promising  young  dentist;  therefore,  select  your 
associates  with  great  care,  and  do  not  let  your  office  be  a  lounging  place 
or  a  smoking  room  for  would-be  horsemen,  dog  fanciers,  baseballers, 
politicians,  chatty  blockheads,  or  others  whose  time  iiaiigs  heavily  on 
their  hands.  The  public  look  upon  dentists  as  public  characters,  earnest, 
sober,  studious  men,  with  scientific  tastes  and  temperate  habits,  who 
have  been  singled  out  and  set  apart  for  a  lofty  purpose,  and  as  socially, 
mentally,  and  morally  worthy  of  an  esteem  not  accorded  to  such  people, 
or  even  to  ordinary  citizens  engaged  in  the  private  business  of  life.  The 
idle  jokes,  childish  amusements,  boyish  gambols,  commonplace  gabbl;:, 
and  tone  of  thought  common  to  lightminded  people,  do  not  harmonize 
with  the  studies,  tastes,  and  desires  of  worthy  dentists,  and,  moreover, 
tend  to  weaken  or  destroy  the  faith  of  the  public,  which  is  so  essential 
in  our  work,  for  on  no  profession  does  faith  have  such  influence  as  on 
ours.  You,  as  a  dentist,  are  public  property,  and  the  pul)lic.  and  espe- 
cially the  female  portion  of  it,  with  eyes  like  a  microsope.  will  take  cog- 
nizance of  your  associations  and  of  a  thousand  other  little  facts  regard- 
ing you. 

Every  circumstance  of  your  appearance  in  dress,  manners,  actions, 
Avalk,  speech,  conversation,  habits,  where  you  are  to  be  found  when 
not  professionally  engaged,  etc.,  will  be  closely  observed  in  order  to 


THE  PRACTICE   BUILDER  603 

arrive  at  a  true  verdict,  more  especially  in  the  early  years  of  your  career. 
The  question  will  never  be  asked  whether  you  were  graduated  from 
this  or  that  college,  but  it  will  be,  "  Is  he  a  good  dentist?  " 

As  a  dentist  is  not  supposed  to  have  use  for  more  than  one  set  of 
operating  appliances,  this  one  set  should  always  be  of  good  quality. 
Experienced  operators  buy  instruments  that  are  heavily  plated,  and 
that  have  smooth  handles.  Those  that  are  "  Knurled  "  or  roughened 
in  any  way  are  hard  to  keep  clean,  and  will  be  found  much  discolored 
after  having  been  used  a  year  or  two,  while  the  smooth-handled  instru- 
ments will  retain  their  new  appearance  for  many  years. 

A  dentist  should  have  all  the  necessary  instruments,  and  all  the  de- 
vices that  save  time  in  operating,  or  that  prevent  or  lessen  pain;  but  he 
should  not  unwisely  buy  all  the  instruments  that  are  presented  to  his 
notice,  for  many  of  them  are  little  needed  and  are  expensive. 

A  dentist  who  hopes  to  retain  any  class  of  patronage,  whether  of  the 
highest  and  most  desirable  element  of  society  or  any  other,  should  not 
liave  two  prices  for  one  kind  of  work;  nor  should  he  intimate  that  he 
makes  two  grades  of  plate-work,  one  at  twelve  dollars  and  one  at  fifteen 
dollars,  for  instance,  because  people  will  at  once  become  suspicious, 
and  mentally,  and  sometimes  openly,  accuse  him  of  double  dealing. 
Besides,  it  is  not  compatible  with  the  best  results  professionally.  One 
grade  of  work  will  demand  the  closest  attention  and  be  productive  of 
the  best  results,  because  those  who  may  see  the  second  grade  may 
judge  the  dentist  by  it  and  consider  it  to  be  representative  of  his  best 
skill.  This  applies  to  all  the  work,  operating  as  well  as  bridge  work  and 
plate  work. 

Close  attention  to  one  grade  of  work,  and  that  the  highest  the  oper- 
ator is  capable  of  performing,  is  sure  to  bring  good  results,  and  it  is 
the  only  way  by  which  a  reputation  of  an  enduring  character  can  be 
secured. 

Close  attention  should  be  paid  to  every  issue  of  the  dental  journals. 
It  is  not  enough  that  the  dentist  note  carefully  the  original  communica- 
tions, but  he  should,  as  well,  read  carefully  the  proceedings  of  the 
dental  societies,  for  here  only  can  any  subject  be  seen  from  every  point. 

The  library  of  reference  books  should  be  added  to  as  requirements 
make  themselves  felt,  and  attention  should  be  given  to  selecting  books 


(3o4  im-    PKACTICE    BUILDER 

that  are  eminently  practical  and  that  have  a  bearing  on  the  everyday 
work  of  the  office.  When  in  doubt  concerning  diseases  or  conditions 
that  are  not  fully  understood,  the  books  should  be  depended  upon 
rather  than  the  dental  journals.  The  modes  of  treatment  will  be  found 
more  reliable  and  the  subjects  are  treated  more  understandingly,  and 
usually  by  persons  better  (lualified  to  treat  of  such  matters  than  those 
whose  articles  are  published  in  the  dental  journals. 

After  a  good  list  of  books  bearing  upon  the  technical  operations 
of  dentistry  has  been  collected,  the  scientific  knowledge  of  the  dentist 
should  be  extended  by  the  study  of  such  as  relate  to  conditions  not 
definitely  understood  and  to  the  pursuit  of  such  questions  as  are  open 
to  discussion.  The  theory  of  yesterday  is  the  practice  of  to-morrow; 
the  practice  of  to-day  is  the  theory  of  yesterday.  No  dentist  need  fear 
that  he  will  be  classed  as  a  theorist  because  he  devotes  his  spare  mo- 
ments to  his  professional  cultivation,  because  practitioners  in  dentistry 
do  no  work  that  is  really  theoretical ;  their  work  is  practical ;  it  is  nearly 
all  hand-work,  guided  by  intellect,  and  usually  the  higher  the  intel- 
lectual attainments  the  greater  will  be  the  manipulative  dexterity,  with 
proper  practice. 

Many  dentists  fail  to  hold  some  patrons  because  they  do  not  tact- 
fully manage  the  important  question  of  extending  credit  and  of  collect- 
ing promptly.  There  is  a  great  deal  of  sentiment  about  this  matter, 
and  the  sooner  the  dentist  disabuses  his  mind  of  it  the  better  will  it 
be  for  him.  In  the  very  beginning  of  his  professional  career  he  should 
settle  this  point  so  that  there  shall  be  no  deviation. 

Somewhat  related  to  the  subject  of  credit  is  that  of  fees.  The  den- 
tist who  expects  to  retain  patronage  cannot  practice  double  dealing 
in  this  respect,  and  charge  one  class  one  fee  and  another  class  another 
fee.  The  really  desirable  clients  are  willing  to  pay  good  fees  for  good 
work,  and  there  should  be  no  attempt  to  curry  favor  with  an  inferior 
class  by  doing  work  for  its  members  at  lower  rates  than  those  which 
are  charged  other  and  more  desirable  people.  If  a  dentist  has  a  good 
class  of  patronage  and  charges  good  fees  for  his  work,  this  form  of 
appreciation  will  make  him  ambitious  to  excel  himself,  and  the  stand- 
ard of  his  work  is  likely  to  be  raised  because  of  the  fact  that  his  patrons- 
are  ever  ready  to  pay  what  he  deems  proper  compensation. 


THE   PRACTICE   BUILDER  605 

Dentists  should  keep  a  set  of  books,  and  record  all  operations  per- 
■formed.  If  an  advertising  practice  is  conducted,  and  the  practitioner 
is  in  possession  of  a  class  of  patronage  above  the  average,  he  will  read- 
ily realize  that  this  patronage  was  not  secured  by  the  advertising,  but 
by  his  own  reputation,  and  he  will  be  wise  if  he  discontinues  his  adver- 
tising and  holds  his  high-class  patronage,  and  adds  to  it  by  such  pro- 
fessional qualifications  and  the  employment  of  such  ethical  methods 
as  shall  insure  to  him  a  continuance  of  the  same.  This  patronage  is 
more  satisfactory  and  more  enduring  by  far  than  all  the  advertising 
practice  in  the  world,  because  it  depends  upon  people  who  are  not 
attracted  by  cheapness  and  special  inducements. 

If  an  advertising  practice  is  conducted  upon  those  undesirable  plans 
which  we  have  mentioned  in  the  chapter  on  advertising,  let  the  pro- 
prietor at  once  depart  from  the  timeworn  and  doubtful  forms  of  pub- 
lic announcement  and  substitute  therefor  advertisements  more  in 
keeping  with  the  dignity  of  dentistry. 

Attention  should  be  given  to  printed  matter.  In  the  chapter  on 
'"  Printing,"  a  broad  hint  has  been  given  that  good  printing  can  be 
made  a  valuable  aid  toward  gaining  publicity,  without  the  use  of  ex- 
pedients that  may  be  called  advertising.  To  this  end  we  have  shown 
all  the  latest  and  most  desirable  type  faces,  and  all  borders  and  orna- 
ments which  are  applicable  to  the  uses  of  the  dentist. 

Business  furniture  and  labor-saving  devices,  together  with  such 
devices  as  aid  in  the  classification  of  professional  information,  will 
facilitate  the  routine  duties  of  a  practice.  The  typewriter  commends 
itself  especially  for  such  uses  as  have  been  indicated,  and  can  be  made 
one  of  the  essentials  in  such  work  as  attention  to  records  and  examina- 
tions, and  also  special  communications  with  reference  to  anything  con- 
nected with  appointments,  or  other  matters.  The  presence  of  a  type- 
writer in  a  professional  man's  office  makes  the  place  look  as  if  the 
person  were  a  man  of  business,  and  the  tone  of  his  correspondence  is 
made  prosperous  and  up-to-date.  A  typewriter  in  an  office,  on  a  pri- 
vate desk,  anywhere  that  writing,  thinking,  or  planning  is  done,  is  an 
evidence  of  energy,  acumen,  and  push.  For  typewritten  letters  indi- 
cate large  interests,  create  a  good  impression,  inspire  confidence,  and 
help  make  business.    More  business  means  more  money,  and  the  prac- 


CoC  THE   PRACTICE   BUILDER 

titioner  delegates  the  minor  details  of  his  practice  to  others,  or  employs 
assistants  and  finds  time  for  attending  to  the  more  important  matters 
himself.  His  means  for  making  money  broaden  and  he  becomes  a 
busy  man. 

Before  proceeding  further  in  the  discussion  of  the  things  that  are 
necessary  in  order  that  the  dentist  may  hold  his  patronage,  it  is  proper 
to  say  that,  with  all  his  close  attention  to  the  details  of  his  professional 
work  and  close  application  to  the  building  of  the  practice,  the  need  for 
proper  amusement  and  recreation  must  not  be  lost  sight  of.  Close 
application,  without  recreation,  dulls  the  perception  and  blunts  mental 
activity  to  such  an  extent  that  the  greatest  good  is  not  received  from 
the  mind. 

An  occasional  day's  sport  with  rod  or  gvm,  or  a  summer  trip,  or  an 
evening  at  the  theatre,  a  change  of  occupation,  or  alternative  of  labor 
with  ease  of  any  kind,  will  work  off  nervousness  and  act  as  a  refresh- 
ment; break  the  worries,  frets,  tumults,  jarring,  and  cares  of  practice, 
vary  the  monotony  of  life,  subdue  mental  tension,  remove  brain  weari- 
ness, soften  the  ups  and  downs,  soothe  mental  excitement  and  nervous 
strain,  conduce  to  health  and  longevity,  and  actually  make  you  more 
philosophical  and  a  better  dentist. 

Many  dentists,  in  the  eager  pursuit  of  business,  foolishly  postpone 
all  relaxation  from  one  time  to  another,  intending  to  give  up  some  of 
the  hardest  of  their  work  and  worst  of  their  privations,  and  to  fall  back 
on  their  reputation  for  skill  and  experience,  and  to  take  life  easy, 
indulge  in  diversions,  social  amenities,  and  pleasure  when  they  get 
older — in  the  autumn  of  life — when  the  hair  grows  gray,  and  do  not 
seek  enjoyments  until  they  lose  all  taste  for  them,  till  they  care  for 
nothing  and  are  fit  for  nothing  but  work,  work,  work. 

To  retain  patronage  permanently,  the  same  close,  careful  attention 
to  each  individual  case  must  be  given  to-day,  to-morrow,  and  the  day 
after.  The  same  care,  the  same  endeavors  to  excel  self  must  character- 
ize every  operation  that  is  performed.  It  makes  no  difference  whether 
the  work  is  such  as  calls  for  the  exhibition  of  the  highest  scientific 
attainments,  or  whether  it  is  a  simple  operation  demanding  little  prac- 
tice or  knowledge,  it  should  receive  the  same  attention  that  it  would 
if  the  fee  were  large,  the  patient  a  prominent  person,  and  the  manipula- 


THE   PRACTICE   BUILDER  607 

tions  demanded  the  greatest  possible  dexterity.  It  is  a  deviation  from 
this  straight  and  narrow  path  that  leads  young  professional  men  to  the 
back  rows  in  the  esteem  of  patrons.  Neglect,  however  slight,  is  sure 
to  bear  fruit  in  dissatisfaction  to  the  patient  and  mortification  to  the 
dentist.    To  prevent  such  occurrences  the  cure  is,  never  to  begin. 

Perhaps,  at  first,  the  dentist  may  be  guilty  of  only  slight  remissness 
of  duty  in  the  performance  of  his  work,  and  he  may  be  to  a  certain 
extent  the  victim  of  slignt  accidental  happenings  in  his  operating. 
Undue  haste  to  finish  work,  for  fear  he  may  be  considered  slow;  some- 
times he  may  chance  to  check  the  enamel  while  malleting  a  gold  filling, 
and  he  will  perhaps,  instead  of  retrimming  the  cavity  border,  proceed 
Avith  the  filling  by  permitting  the  gold  to  extend  be}  ond  the  cavity 
borders,  and  then  finish  it  down  in  the  hope  that  a  perfect  adaptation 
has  been  secured.  Although  he  may  take  some  pride  in  filling  teeth 
with  gold  and  prefer  this  work  to  any  other  that  he  does,  and  spend 
more  time  in  giving  the  final  polish  to  a  gold  filling  than  to  any  other, 
yet  he  may  not  think  it  worth  while  to  give  an  adequate  amount  of 
time  and  care  to  preparation  of  the  cavity  margins,  and  may  not  prop- 
erly cut  them  away  to  solid  tooth  substance,  and  symmetrically  shape 
and  smooth  them  to  perfect  borders.  He  may  be  guilty  of  the  same 
disregard  in  treating  the  enamel  margins  of  molars  and  bicuspids,  and 
may  not  thoroughly  drill  out  all  cavities  of  decay  that  extend  into 
fissures.  When  he  has  pulp-canal  work  to  do,  and  has  several  patients 
waiting,  instead  of  devoting  to  this  work  all  the  time  and  attention 
which  its  importance  demands,  he  either  permits  portions  of  the  un- 
extirpated  pulp  to  remain,  or  is  careless  in  sterilizing  and  cleansing  the 
roots,  or  employs  such  materials  for  filling  the  roots  as  are  easily  in- 
serted. He  sees  roots  of  teeth  that  have  been  comfortable  for  years 
without  any  filling  material  in  them,  and  he  has  seen  other  cases  where 
supposedly  carefully  filled  roots  have  given  serious  trouble;  and  he 
may  finally  succeed  in  convincing  himself  that  it  doesn't  make  much  dif- 
ference whether  the  roots  are  filled  carefully  or  not,  and  that  trouble 
is  just  as  likely  to  ensue  when  the  most  painstaking  work  is  done,  as 
when  it  is  done  in  a  haphazard,  devil-may-care  manner. 

Perhaps  he  argues  to  himself  that  the  time  given  to  the  minutiae 
of  detail  in  the  treatment  of  pulpless  teeth  is  time  and  labor  thrown 


6o8  THE   PRACTICE   BUILDER 

awav.  He  believes,  too,  that  pulp-canal  work  is  not  paid  for  as  well, 
according  to  the  time  demanded  to  do  the  work  thoroughly,  as  other 
operations  which  do  not  require  the  same  careful  attention,  and  which, 
when  done,  are  not  likely  to  cause  any  uneasiness  to  patient  or  dentist. 
When  these  ideas  become  firmly  fixed  in  his  mind  he  is  likely  to  advise 
the  extraction  of  teeth,  which,  if  carefully  treated,  might  be  saved  and 
restored  to  usefulness  and  comfort  for  many  years.  Again,  in  the  fill- 
ing of  cavities  that  do  not  require  canal  work,  he  learns  early  in  his 
practice  that  amalgam  is  desired  by  his  patients  largely,  because  the 
cavities  are  in  "  back  teeth  and  won't  show,"  and  because  it  is  a  great 
deal  cheaper.  To  do  gold  work  demands  that  the  operator  be  pos- 
sessed of  an  artistic  temperament,  in  which  the  commercial  remunera- 
ation  is  a  minor  consideration,  and,  in  his  opinion,  this  is  not  compatible 
with  making  money  rapidly.  He  knows  that  he  can  make  more  money, 
and  in  less  time,  if  he  uses  amalgam,  and  he  does  not  advise  the  use 
of  gold  in  cavities  wdiere  it  would  be  appropriate;  and,  having  started 
to  do  a  line  of  amalgam  work  for  a  person,  he  does  not  care  to  switch 
ofif  and  insert  a  gold  filling. 

He  does  gold  work  so  rarely  that  his  fingers  do  not  follow  the  dic- 
tates of  his  brain  as  once  they  did,  and  he  realizes  that  his  dexterity  in 
its  manipulation  is  on  the  wane.  By  continually  shirking  gold  work, 
and  especially  those  complicated  cases  in  which  good  operators  revel, 
he  feels  no  stimulation  in  attempting  and  successfully  performing  them, 
until  he  eventually  becomes  a  back  number,  whose  professional  career 
is  blighted,  and  takes  his  place  in  the  back  rows  with  those  whose 
highest  achievements  are  plate  work  and  amalgam  filling. 

While  he  is  going  on  in  this  way,  someone  calls  for  whom  he  has 
put  in  a  carelessly  inserted  filling;  one  of  those,  perhaps,  which  he  mal- 
leted  over  the  cavity  borders  to  conceal  the  enamel  which  he  fractured 
into  powder  by  careless  malleting,  and  he  cannot  escape  the  fact  that 
it  is  leaking  badly  and  is  so  darkened  and  discolored  around  the  cav- 
ity that  it  is  most  unsightly. 

"  It  is  decaying  around  the  filling,"  he  says,  "  but  the  filling  is  all 
right."  He  removes  the  filling  and  inserts  another  one,  for  which 
he  cannot  charge  as  much  as  he  did  for  the  first,  and  sometimes,  by 
reason  of  the  impaired  condition  of  the  tooth  caused  by  the  ravages 


THE    PRACTICE    BUILDER  C09 

of  decay  around  the  filling,  he  cannot  charge  anything.  Perhaps  he 
enters  into  an  artful  dissertation  on  the  softening  of  tooth  structure, 
and  dilates  at  length  upon  the  causes  which  produce  such  effects  on 
gold  or  other  fillings,  and  the  patient  may  be  satisfied  that  the  condition 
of  the  teeth  was  not  the  result  of  faulty  manipulation  on  his  part. 

But  the  experience  is  repeated  in  the  case  of  other  patients,  and  he 
is  confronted  with  filling  after  filling  that  is  faihng  at  the  cervical  bor- 
der, or  with  those  that  have  become  loosened,  and  he  is  brought  face 
to  face  with  the  indisputable  fact  that  these  fillings  did  not  have  suffi- 
cient anchorage.  This  may  not  cause  him  any  great  anxiety,  from 
the  fact  that  in  most  instances  he  may  be  able  to  repair  them.  Never- 
theless, he  sees  that  if  he  had  given  these  cavities  careful,  deliberate, 
thorough  preparation ;  had  cleaned  them  thoroughly  of  every  portion  of 
decay,  and  had  made  good  undercuts  and  grooves  extending  the 
l:»orders  beyond  the  line  of  decay  to  firm  foundations,  and  had  secured 
perfectly  beveled  borders,  these  fillings  would  not  have  returned  to 
him  loose,  leaking,  or  with  recurrent  decay.  To  add  to  his  mortifica- 
tion and  discomfiture,  patients  present  themselves  with  a  frequency 
that  humiliates  him,  suffering  from  the  effects  of  his  careless  or  negli- 
gent treatment  of  pulpless  teeth.  With  faces  swollen  almost  beyond 
recognition,  and  suffering  the  tortures  of  the  damned  with  teeth  that 
throb  with  an  intensity  that  is  maddening,  with  heavy  eyes  that  show 
the  loss  of  sleep,  and  with  nerves  enfeebled  by  the  soul-racking  torture 
of  toothache  that  unmans  the  most  vigorous,  they  present  pitiable  ex- 
amples of  his  unskilfulness.  Extracting  is  nearly  always  demanded  by 
the  patient,  and  his  faith  in  the  efficacy  of  dental  operations  suffers  a 
marked  relapse,  and  he  thereafter  neglects  his  teeth  because  of  this. 

He  begins,  in  addition  to  his  filling  failures,  to  be  confronted  with 
continual  repetitions  of  the  conditions  we  have  pictured  which  super- 
vene upon  the  formation  of  abscesses.  He  dreads  to  see  a  patient  enter 
the  office  for  whom  he  has  filled  a  pulpless  tooth,  so  frequently  is  he 
brought  to  face  the  disastrous  results  of  his  treatment.  The  practice 
of  dentistry  becomes  to  him  a  horrible  nightmare,  for  the  longer  he 
practices  the  more  frequent  become  his  failures;  not  alone  in  treating 
cases,  but  in  filling  operations  and  every  other  class  of  work  as  well: 
for,  if  he  was  careless  in  one  thing,  he  was  careless  in  all  that  he  did. 


6io  THE    PRACTICE    BUILDER 

Those  who  were  his  friends  and  patrons  have  had  tlieir  confidence  in 
him  weakened  by  tlic  frequency  of  his  faikires  and  the  periodic  neces- 
sity for  attempts  at  explainins^  them.  His  reputation  has  deteriorated 
until  he  never  receives  the  patronage  of  the  better  class  of  business 
and  professional  men,  and  the  most  desirable  members  of  the  fair  sex 
have  long  since  deserted  him.  In  the  early  days  of  his  practice  he  was 
ambitious  for  success  and  had  entertained  bright  day-dreams  of  con- 
quest. His  parents  and  friends  had  great  hopes  for  him,  and  expected 
him  to  make  a  name  for  himself;  but  by  his  shiftlessness  he  has  spiked 
liis  own  guns,  and  feels  that  he  could  do  better  in  any  other  place  than 
where  he  has  been  practicing,  because  then  he  would  not  be  confronted 
by  his  failures.  He  has  realized  too  late  that  if  he  had  done  right  on  the 
start  his  position  might  be  a  very  different  one. 

If  in  the  beginning  of  his  practice  he  had  devoted  to  each  operation 
his  very  best  thought  and  his  very  best  work,  making  thoroughness 
his  only  aim.  he  would  have  acquired  great  skill.  Having  become 
habituated  to  using  his  best  efforts,  and  never  for  any  reason  slighting 
his  work,  it  would  have  become  second  nature  with  him  to  do  only  the 
very  best  he  knew  how.  He  would  never  have  been  bothered  with 
those  exasperating  cases  of  recurrence  of  decay  from  faulty  preparation 
of  cavities,  and  from  injury  to  the  enamel  borders,  due  to  careless 
malleting. 

Having  devoted  the  best  and  most  conscientious  work  of  his  brain 
and  hand  to  the  treatment  of  pulpless  teeth,  he  would  not  have  been 
abashed,  humbled,  confused,  humiliated,  and  dumfounded  by  the  repe- 
tition of  failures  from  his  almost  criminal  neglect.  His  patients'  faces 
would  have  reflected  their  inward  satisfaction  and  pride  in  him,  instead 
of  being  distorted  and  wearing  the  agonized  expression  of  pain  and 
anguish. 

A  dentist's  mistakes  are  a  constant  reminder  to  him  of  his  poor 
work.  They  are  a  constant  reminder  to  the  patient,  and  the  patient 
is  a  thorn  in  the  flesh  by  referring  friends  away  from  the  dentist  who 
did  their  own  work. 

The  mistakes  of  doctors  are  buried  in  the  grounrl:  the  mistakes 
of  lawyers  are  dangled  in  the  air:  but  the  mistakes  of  dentists  stare  them 
in  the  face,  a  constant  reminder  of  cprel^ccirss.  unskjlfulness,  and 
disregard  for  the  demands  of  scientific  dentistry. 


THE   PRACTICE   BUILDER  6ll 

The  man  who  possesses  and  retains  a  high-class  practice  is  ever 
ready  to  learn  and  benefit  by  the  results  of  recent  investigation,  that 
his  knowledge  may  be  increased  and  his  value  to  his  patrons  enhanced 
thereby.  Cautious,  yet  not  so  sceptical  as  to  be  unbelieving,  and  not 
so  impressible  that  oversanguineness  lets  a  new  fad  run  away  with  his 
better  judgment,  he  will  not  allow  the  latest  fad  to  influence  him  to 
such  an  extent  that  he  will  abandon  a  well-established  mode  of  prac- 
tice. He  is  not  the  first  by  whom  the  new  is  tried,  nor  yet  the  last 
to  lay  the  old  aside.  He  will  never  deem  himself  so  wise  that  he  is 
beyond  learning  from  even  the  most  humble  member  of  his  profession. 

'■  For  never  yet  hath  one  attained 

To  such  perfection,  but  that  time,  and  place. 
And  use  have  brought  addition  to  his  knowledge; 
Or  made  correction,  or  admonished  him 
That  he  was  ignorant  of  much  which  he 
Had  thought  he  knew,  or  led  him  to  reject 
What  he  had  once  esteemed  of  highest  price." 

A  great  deal  of  tact  is  necessary  to  successfully  handle  the  different 
classes  who  seek  the  services  of  the  dentist.  Some  dentists  are  pos- 
sessed of  a  personality  and  a  manner  that  is  engaging  to  one  class,  and 
that  is  not  at  all  pleasing  to  another.  Here  is  seen  the  need  of  an  inti- 
mate knowledge  of  temperamental  attributes,  and  an  understanding" 
of  the  likes  and  dislikes  of  human  nature.  No  man  should  employ  a 
fawning  manner  to  secure  the  good  opinion  of  anyone,  but  a  polite  and 
gracious  exterior  is  the  possession  of  every  person  of  breeding  and 
wealth;  and  it  cannot,  surely,  be  out  of  place  for  a  dentist,  in  whom^ 
above  all  things,  gentleness  is  expected. 

Partiality  should  not  be  shown,  but  those  who  show  the  greatest 
appreciation  of  the  dentist's  work  should  be  repaid  for  their  apprecia- 
tion by  the  operator's  most  earnest  efforts  to  please. 

Dental  practices,  with  very  few  exceptions,  depend  for  patronage^ 
as  do  medical  practices,  upon  a  mixed  constituency.  People  of  every 
grade  are  attracted  to  this  dentist  or  that  one  by  belief  in  his  superior 
ability,  and  not  for  the  possession  of  any  traits  of  bearing,  or  other 
attributes  that  do  not  form  a  part  of  his  professional  learning. 

When  boys  or  young  men  come  to  you  for  assistance  for  their 


6l2  THE    PRACTICE    BUILDER 

baseball  clubs,  or  their  library,  and  the  like,  give  somctliing  and  give 
it  freely,  and  without  the  slightest  evidence  of  a  dislike  to  do  so.  Be 
cheerful  in  making  the  subscription.  If  a  little  boy  or  girl  comes  to  sell 
a  concert  ticket,  buy  it  laughingly.  If  ladies  ask  you  for  a  donation 
to  aid  the  heathen  or  to  help  buy  a  carpet  for  their  church,  for  the 
relief  of  someone  afflicted,  or  to  take  space  in  the  programme  for 
their  church  entertainment,  be  sure  to  give  willingly;  for  contributions 
of  this  sort  not  only  do  good  to  others,  but  often  prove  to  be  a  judicious 
professional  investment  for  self.  Were  you  to  growl  and,  with  length- 
ened visage,  say  "  No!  "  all  would  unite  in  calling  you  "  Old  Stingy!  " 
and  ever  after  avoid  you. 

Remember  that  three-fourths  of  the  population  are  children,  and  that 
every  effort  should  be  made  to  gain  their  confidence,  and  to  hold  it  by 
gentle  treatment  and  careful  attention  to  such  work  as  they  may  have 
done.  Children  are  growing  up  all  the  time,  and  often  their  preference 
for  this  or  that  dentist  has  much  weight  with  the  older  members  of  the 
family.  IVIany  dentists  have,  by  reason  of  an  engaging  manner  with 
children,  built  up  and  retained  practices  which  they  otherwise  might 
not  have  been  able  to  do  in  the  same  length  of  time.  Cultivate  the 
younger  patrons  of  the  practice,  and  take  an  interest  in  their  studies 
and  enter  fully  into  the  subjects  and  ambitions  that  interest  them. 
Children  like  to  know  that  dentists  are  just  the  same  as  other  people, 
and  that  they  have  the  same  thoughts,  and  that  their  sole  aim  in  life 
is  not  to  hurt  people  and  to  think  only  of  microbes  and  bones  and 
nerves. 

While  operating  at  the  chair  a  solicitous  demeanor  must  be  pre- 
served— a  demeanor  which  does  not  change  and  become  offensively 
familiar  by  reason  of  the  fact  that  the  patient  has  been  a  patron  of 
the  office  for  some  time.  Some  dentists  have  a  way  of  becoming  famil- 
iar with  patients  to  the  extent  that  they  discuss  personalities  and  events 
of  a  social  character  which  should  not  be  talked  of  between  dentist  and 
patient. 

Wit,  as  an  accomplishment  of  a  dentist,  is  out  of  place.  It  is  un- 
becoming in  a  man  whose  leisure  hours  are  supposed  to  be  spent  in 
scientific  studies  and  serious  thoughts. 

Many  dentists  have  lost  patronage  because  they  permitted  unskilled 


THE  PRACTICE  BUILDER  613 

assistants  to  attempt  work  for  which  they  were  unfitted,  and  which, 
having  caused  trouble,  weakened  the  patient's  confidence  in  the  prac- 
titioner. Boy  assistants  should  not  be  allowed  to  do  operating  of  any 
kind,  with  the  possible  exception  of  cleaning  teeth.  Never,  under 
any  circumstances,  should  an  assistant  be  permitted  to  "  treat  teeth," 
nor  to  do  canal  work,  nor  any  work  demanding  intricate  processes  or  a 
knowledge  of  pathology  and  therapeutics.  If  an  assistant  fractures 
a  tooth  in  attempting  to  extract  it,  and  great  difficulty  is  experienced  in 
removing  the  unextracted  portions,  the  patient  will  not  soon  forget 
the  experience  and  will  condemn  the  dentist  for  permitting  the  assistant 
to  attempt  such  work.  A  patient  who  has  left  one  dentist  may  become 
a  very  active  testimonial  to  another,  and  it  should  be  the  aim  to  per- 
sonally superintend  the  work  that  is  done,  whether  the  operation  is  a 
trivial  or  an  important  one. 

If  a  drill  is  accidentally  broken  off  in  a  root-canal,  an  accident  which 
is  likely  to  happen  to  even  a  careful  operator,  the  dentist  will  feel 
better  to  know  he  did  it  himself  than  that  it  was  done  by  the  assistant. 
A  dentist  who  entrusts  work  to  his  assistant  is  likely  to  be  considered 
as  one  who  does  not  think  that  dental  work  is  very  important,  and 
that  he  can  let  his  assistant  do  it  and  charge  as  much  as  if  he  did  it 
himself. 

There  are  two  very  potent  reasons  why  some  men  lose  patronage. 
One  reason  is  that  the  work  is  faulty.  Some  dentists,  after  having  se- 
cured a  good  reputation,  depend  upon  that  reputation,  which  may  have 
been  secured  because  of  a  high  standard  of  skill  carefully  sustained, 
but  which  became,  by  reason  of  increasing  patronage  demanding  faster 
work  and  more  of  it,  so  affected  by  the  lesser  degree  of  attention  which 
it  received  that  the  output  of  the  office  no  longer  compared  with  its 
former  work.  This  could  have  been  remedied  by  advancing  the  fees, 
but  many  dentists  fear  to  do  this.  It  would  be  much  better  to  do  so, 
get  more  money  for  less  work,  and  keep  the  mark  at  a  high  standard, 
than  to  let  the  quality  of  the  work  deteriorate  through  an  inability  to 
serve  a  large  clientele  as  well  as  a  smaller  number  of  persons  could 
be  served. 

As  soon  as  reports  become  current  that  the  work  of  a  dentist  does 
not  equal  his  former  output,  and  that  he  does  not  take  as  much  care 


6i4  THE    PRACTICE    BUILDER 

as  he  did  at  first,  these  will  be  circulated  by  people  who  do  not  person- 
ally know  anything  about  the  matter.  Some  irresponsible  individual 
may  remark  that  "  They  say  he  is  getting  careless,"  with  as  much 
assurance  as  if  they  really  knew  this  from  personal  knowledge  and 
observation.  Nothing  could  be  more  harmful  than  that  such  stories 
should  become  current,  and  the  only  way  to  prevent  it  is  to  keep  the 
work  up  to  the  operator's  best  standard.  It  is  a  great  deal  easier  to 
l)uil(l  up  a  new  practice  than  to  restore  one  that  has  been  allowed 
to  deteriorate  through  poor  work. 

A  dentist  has  always  to  bear  in  mind  that  he  may  not  be  judged 
by  all  the  work  that  he  does,  but  that  one  simple  little  operation  may 
be  judged  as  a  sample  of  his  quality.  The  work,  therefore,  that  is  done 
for  a  servant  girl  should  be  as  carefully  done  as  that  which  is  performed 
for  the  person  of  great  wealth  and  refinement.  Many  times  persons 
are  influenced  to  patronize  a  certain  dentist  because  he  has  done  good 
work  for  a  servant  in  the  household. 

The  other  reason  for  loss  of  patronage  is  that  the  dentist  is  com- 
mented upon  unfavorably  because  of  his  conduct  toward  women.  This 
may  be  because  of  an  attitude  lacking  respect  in  his  conduct  toward 
women  generally,  or  it  may  be  the  result  of  reports  of  more  or  less 
notorious  relations  with  them.  Nothing  could  be  more  harmful  to  an 
unmarried  dentist  than  that  such  reports  gain  circulation.  A  report 
of  this  nature,  whether  true  or  not,  will  cling  to  the  victim  of  it  so 
persistently  that  it  will  be  eradicated  with  difficulty.  The  far-reaching 
effects  of  such  reports  can  readily  be  imagined.  Their  efifect  upon  the 
patronage  of  the  office  cannot  but  be  immediate  and  permanent. 

In  the  first  place,  there  are  few  men  who  would  care  to  trust  their 
wives  to  the  professional  care  of  a  dentist  whose  disregard  of  the 
proprieties  is  a  matter  of  notoriety.  Men  do  not  care  to  have  their 
daughters  go  to  a  dentist  about  whom  shady  stories  are  told,  and 
mothers  will  be  sure  to  send  their  daughters  somewhere  else.  Such 
things  have  a  way  of  leaking  out,  and  when  they  do  they  will  prove 
damaging  influences  operating  against  retaining  or  attracting  patron- 
age; in  fact,  the  result  is  that  they  will  repel  patronage. 

The  fact  that  so  great  a  proportion  of  the  patronage  of  a  dental 
practice  is  composed  of  women,  should  indicate  to  any  dentist  that  to 


THE  PRACTICE   BUILDER  615 

retain  such  patronage  his  conduct  should  be  above  reproach  in  this 
regard.  There  is  a  time  and  place  for  everything,  and  the  dentist  who 
forgets  the  foundation  upon  which  his  practice  is  based  forgets  some- 
thing that  should  be  uppermost  in  his  memory.  Be  careful,  therefore, 
never  to  go  beyond  the  bounds  of  decorum  in  conversing  with  mem- 
bers of  the  opposite  sex. 

"Scandal  is  like  a  pinch  of  lampblack;  there  is  no  limit  to  the 
blackening  it  may  do." 

"  Scandals  fly  on  eagle's  wing." 

Immoral  conduct  is  never  more  out  of  place  than  in  a  professional 
man,  and  in  none  does  it  meet  with  more  open  condemnation  by  the 
public.  A  low-minded  dentist,  who  indulges  in  double  entendres,  coarse 
ambiguities,  vulgar  jokes,  jocular  innuendoes,  and  indelicate  anecdotes 
about  the  sexes  with  other  men  or  with  coarse  women,  even  though 
he  poses  as  a  gentleman,  is  sure  to  be  shunned,  and  the  reason  therefor 
made  the  subject  of  gossip  and  passed  from  one  to  another  in  social 
whispers,  till  it  reaches  the  purest  and  best  of  the  community.  Thought- 
ful people  of  both  sexes  everywhere  rightfully  regard  such  libertines  as 
being  far  more  amenable  to  criticism,  and  far  more  dangerous  to  admit 
into  the  bosoms  of  their  families,  than  rough-mannered  believers  in 
social  purity,  who  gamble,  drink,  or  swear. 

If  you  employ  a  local  anaesthetic  or  gas  for  the  extraction  of  teeth 
without  pain,  be  careful  that  you  do  not,  in  your  close  attention  to  this 
work,  gain  the  reputation  of  being  a  tooth  extractor.  To  a  high-class 
practice  this  is  a  dangerous  reputation.  It  is  a  most  undesirable  one 
for  a  man  of  high  ideals,  and  who  takes  delight  in  the  performance  of 
work  demanding  really  superior  skill,  such  as  bridge  work  and  other 
high-grade  operations.  If  you  make  special  efforts  to  gain  an  extract- 
ing patronage,  you  will  find  that  people  think  you  are  a  "  tooth-puller," 
and  that  you  do  not  do  other  kinds  of  work,  and  you  may  often  be 
asked  by  patients  "  if  you  make  artificial  teeth?  "  As  if  they  really 
thought  you  might  not  possibly  do  this  class  of  work.  If  your  office 
becomes  overrun  with  people  of  the  lower  classes,  servant  girls  and 
poor  people  generally,  who  do  not  usually  have  any  other  work  done 
than  the  removal  of  teeth  which  are  aching  and  troublesome,  you  may 
find  that  generally  the  better  class  of  people  will  be  seen  less  and  less 


6i6  THE   PRACTICE   BUILDER 

frequently,  until  finally  you  may  have  none  of  that  patronage;  and 
those  who  formerly  were  your  patients  may  come  to  class  you  as  hav- 
ing degenerated  in  ability  and  may  not  care  to  entrust  to  you  work 
which  is  difficult  and  expensive. 

Be  careful  not  alone  to  avoid  cultivating  an  extracting  patronage, 
but  also  be  careful  in  the  selection  of  local  anesthetics,  and  do  not  keep 
constantly  changing  to  every  new  scheme  that  is  presented.  So  many 
of  these  local  ansesthetics  are  short-lived  and  unworthy  of  confidence 
that  care  should  be  observed  in  purchasing  them. 

Accidents  happening  in  the  office  are  hurtful  to  the  reputation  of 
the  practitioner,  and  cause  patrons  to  go  elsewhere.  Some  of  the  acci- 
dents which  happen  in  dental  offices  might  easily  be  averted,  but  many 
cannot  be  avoided.  Care  must  be  observed  in  drilling  cavities,  and 
in  running  the  engine  so  that  the  gums  are  not  lacerated;  and  in  the 
use  of  canal-reamers,  and  drills,  so  as  not  to  break  them  off,  necessitat- 
ing tedious  and  sometimes  fruitless  labors  in  attempting  to  remove 
them.  Other  accidents  in  the  use  of  strips  and  disks  might  be  avoided 
by  careful  attention  to  duty. 

Never  hold  instruments,  such  as  excavators,  in  one  hand,  while 
operating  with  the  other;  as  one  hand  is  usually  held  near  the  mouth 
to  keep  the  lips  apart,  the  instruments  may  be  so  near  the  eye  of  the 
patient  as  to  frighten  him.  Other  accidents,  such  as  the  careless  use 
of  carbolic  acid  or  other  medicaments,  when  spilled  upon  the  face 
of  a  patient,  will  neither  be  forgiven  nor  forgotten. 

Permitting  the  engine  to  run  after  the  bur  is  removed  from  the 
tooth  and  letting  the  bur  become  entangled  in  the  dress  of  the  patient 
will  anger  her,  so  that  remarks  of  an  uncomplimentary  nature  may 
be  made  about  the  dentist  for  his  carelessness. 

Do  not  permit  your  friends,  no  matter  how  intimate  they  may  be, 
to  loiter  around  your  office.  Be  firm  in  this  respect.  Some  dentists 
have  as  acquaintances  good-natured  individuals  whose  time  is  not 
wholly  employed,  who  make  a  practice  of  loafing  in  the  laboratory  or 
reception-room.  If  these  persons  should  not  be  held  in  esteem  by  the 
people  of  the  community,  their  presence  can  but  reflect  upon  the 
dentist. 

The  greater  proportion  of  those  who  seek  the  services  of  dentists 


THE    PRACTICE    BUILDER  617 

are  ladies,  and  when  they  go  for  consultation  do  not  like  to  find  other 
persons  present.  It  is  for  this  reason  that  the  custom  of  giving  ap- 
pointments is  most  satisfactory  to  our  patrons.  Patients,  especially 
ladies,  do  not  feel  at  ease  if  they  know  that  a  third  person  is  present, 
who  has  no  connection  with  the  office,  and  if  the  individual  is  seen  as 
often  as  they  call,  they  will  prefer  to  go  to  another  dentist.  Do  not 
permit  anyone  to  become  an  habitue  of  your  office ;  do  not  allow  rela- 
tives, even  near  relatives,  to  use  your  office  as  a  lounging  place.  The 
peculiar  and  confidential  nature  of  a  dentist's  business  is  such  that 
himself  and  no  other  should  be  present  during  the  performance  of 
operations  or  during  the  preliminary  or  ensuing  transactions. 

Request  your  wife,  if  you  are  married,  not  to  get  in  the  habit  of 
calling  at  your  office  during  your  office  hours.  She  may  meet  her 
social  friends  there,  and  the  meetings,  under  the  circumstances,  may 
not  be  especially  pleasing  to  the  patients.  Observation  of  such  little 
matters  are  especially  helpful  to  the  dentist,  besides  permitting  him  to 
employ  his  spare  moments  with  profit  to  himself  in  some  satisfactory 
manner. 

In  consulting  text-books  and  journals,  avoid  relying  on  antiquated 
books  and  back  volumes  of  journals  as  guides  in  so  progressive  a  science 
as  dentistry.  New  investigations  and  rapid  progress  render  new 
text-books  essential  to  those  who  would  keep  up  with  the  dental  world 
and  maintain  the  skilled  readiness  and  self-reliance  which  the  con- 
sciousness of  being  fully  posted  on  new  instruments,  methods,  and 
improvements  naturally  inspires. 

Never  allow  yourself  to  be  biased  too  quicklv  nor  strongly  in  favor 
of  new  unsettled  theories,  based  on  physiological,  microscopical,  chem- 
ical, or  other  experiments,  especially  when  offered  by  the  over-zealous 
to  establish  their  own  conclusions  or  preconceived  ideas,  or  by  those 
who  have  identified  themselves  with  the  latest  dental  fad.  Also,  do  not 
allow  yourself  to  be  led  too  far  from  the  practical  branches  of  your 
I)rofession,  into  histology,  pathology,  microscopic  anatomy,  bacterio- 
mania,  comparative  dental  anatomy,  biology,  psychology,  and  analo- 
gous subjects,  that  merely  create  a  fondness  for  the  marvellous:  because 
it  is  likely  to  impair  your  practical  tendency  and  give  your  mind  a 
wrong  bias,  and  your  usefulness  as  a  practicing  dentist  will  almost 
surely  diminish. 


6i8  THE   PRACTICE   BUILDER 

Economy  is  a  good  thing  to  practice  in  dentistry.  For  a  dentist 
there  is  really  only  one  kind  of  economy,  and  that  is  to  have  the  best — 
not  the  second  best,  but  the  best;  the  best  office,  the  best  instruments, 
and  the  best  material  that  money  can  buy.  In  the  performance  of  work 
which  requires  the  use  of  the  rubber-dam,  some  dentists  are  in  the 
habit  of  using  the  same  piece  of  rubber  twice,  after  having  washed  it. 
Some  place  the  rubber-dam  in  an  envelope  bearing  the  name  of  the 
patient,  and  use  it  again  when  that  patient  presents  again  for  services. 
Rubber-dam  is  usually  a  comparatively  cheap  article,  in  daily  use,  and 
there  is  very  little  saved  by  such  a  custom.  Patients  are  likely  to  think 
that  a  person  who  will  be  so  economical  is  likely  to  scrimp  a  little  in  the 
amount  and  quality  of  the  material  used  in  filling  teeth.  When  they 
see  the  holes  in  the  rubber,  showing  that  it  has  been  used  once  before, 
they  may  make  no  comment,  but  there  lingers  in  the  mind  a  feeling 
of  dissatisfaction  that  may  not  be  effaced  for  a  long  time.  They  may 
remark  the  circumstance  to  a  third  person  who  is  not  a  patron  of  the 
office,  and  the  person  may  be  prejudiced  against  the  dentist  and  go 
to  someone  else  to  have  work  done  that  would  amount  to  more  than 
the  entire  cost  of  all  the  rubber-dam  used  in  the  office  for  several  years. 
Use  napkins  sparingly.  Perhaps  there  is  nothing  which  the  dentist 
uses  in  the  mouths  of  patients,  that  gives  rise  to  such  a  multitude  of 
fears  as  these  little  pieces  of  cloth;  knowing,  as  they  do,  that  the  same 
napkin  has  perhaps  been  used  in  the  mouths  of  fifty  other  persons. 
No  matter  how  great  may  have  been  the  care  taken  in  washing  them, 
patients  dread  them  and  do  not  like  to  have  them  used  in  their  mouths. 
This  is  an  indication  of  a  proper  dislike,  and  those  who  understand 
human  nature  are  aware  of  the  fact  that  such  hints  are  worth  taking. 
Substitute  for  the  napkins  the  new  absorbent  rolls  as  supplied  by  the 
dental  dealers,  and  throw  them  away  after  use.  Thus  your  patients 
will  be  saved  the  temporary  worry  and  dissatisfaction  incident  to  the 
use  of  the  linen  napkins. 

Failure  to  hold  patronage  may  be  due  to  neglect  in  the  performance 
of  the  simple  operations  and  more  usual  routine  w^ork.  The  following 
points  may  be  of  benefit  to  many  operators:  Be  careful  to  remove  all 
calculus,  and  properly  care  for  the  gums.  All  operators  are  not  thor- 
ough in  this  respect.    All  the  calculus  should  be  removed  from  beneath 


THE    PRACTICE    BUILDER  619 

the  gums,  and  all  that  is  adherent  to  the  proximate  surfaces  of  the 
teeth.  Before  building  up  the  lost  portion  of  a  tooth,  study  carefully 
the  lines  of  occlusion,  so  that  it  will  be  built  up  in  proper  form,  not 
too  high  and  not  too  low. 

Be  careful  to  keep  approximate  fillings  dry  until  thoroughly  pol- 
ished, finally  finished,  and  closely  examined  to  see  that  there  is  no 
filling  material  overhanging  the  margins  or  anything  that  would  invite 
caries.  When  it  is  observed  that  tooth-substance  is  being  worn  away 
adjacent  to  fillings  on  the  occlusal  surface,  the  filling  should  be  ground 
away  to  correspond  with  such  wearing  away. 

In  long  filling  operations,  where  a  large  mass  of  gold  is  introduced 
into  a  tooth,  the  blood  may  be  driven  from  the  peridental  membrane, 
and  the  root  of  the  tooth  is  thus  driven  more  closely  into  its  alveolar 
cell.  The  filling  when  finished  may  just  escape  occluding  with  its  an- 
tagonist. When  the  blood  again  returns  to  the  peridental  membrane, 
the  tooth  may  be  apparently  elongated,  the  filling  will  strike  and  the 
patient  will  complain  of  a  sore  tooth,  or  the  filling  may  suffer  a  severe 
strain. 

Be  careful  to  adapt  contour  fillings  to  the  w^alls  of  the  tooth  all  the 
way  up.  In  approximate  fillings  in  molars  and  bicuspids  the  tooth 
and  filling  may  be  worn  and  expose  a  portion  of  the  wall  in  which 
the  fining  was  not  closely  adapted,  and  the  filling  will  leak. 

One  of  the  reasons  why  some  dentists  hold  the  regard  as  well  as 
the  patronage  of  their  clients,  is  because  they  know  the  needs  of  the 
patients  so  well  from  the  patients'  point  of  view,  that  they  keep  in  close 
touch  with  them  and  by  so  doing  get  the  best  results  from  their 
friendly  influence.  This  consists  in  taking  the  patients  into  the  confi- 
dence of  the  dentist,  to  a  certain  extent,  and  by  letting  them  know 
things  which  patients  are  not  usually  instructed  in  by  their  dentist,  and 
thus  winning  their  admiration  and  confidence. 

It  is  a  well-known  fact  that  dentists  do  not  sufficiently  consider  the 
duty  which  they  owe  to  their  patients,  in  appropriately  instructing  them 
in  all  the  matters  relating  to  the  teeth  which  they  have  a  right  to  be 
informed  upon.  This  cannot  be  conveniently  done  orally  at  the  chair, 
and  the  usual  treatises  upon  the  subjects  are  not  prepared  in  a  manner 
to  be  easily  understood  by  those  who  read  them. 


620  THE    PRACTICE    BUILDER 

This  is  the  purpose  wliich  "  The  American  Dental  Instructor  "  is 
intended  to  fulfill.  It  tells  the  things  which  the  patients  wish  to  know; 
it  answers  the  questions  which  they  ask  every  day,  and  it  tells,  as  well, 
the  things  which  they  would  like  to  ask,  but  which  they  hesitate  to 
do  because  of  the  delicate  nature  of  some  of  the  questions  upon  which 
they  are  most  anxious  to  receive  information.  In  no  other  popular 
treatise  is  such  really  desirable  information  conveyed  to  those  for  whom 
they  are  prepared. 

A  copy  of  "  The  American  Dental  Instructor  "  should  be  sent  to 
each  i)atient  who  applies  to  have  work  done,  a  day  or  so  after  the  pa- 
tient has  received  the  appointment  card  at  the  office.  The  booklet 
should  be  sent  in  a  white  envelope  of  good  cpiality,  having  the  name 
of  the  dentist  on  the  tlap  at  the  back,  in  small  type,  preferably  what  is 
known  as  Light-faced  Lining  (jothic.  To  make  its  reception  more 
effective  and  to  insure  its  being  read,  the  dentist  should  have  the  assist- 
ant send  in  the  same  mail  a  letter  somewhat  after  the  form  here  shown. 

The  letter  should  be  written  on  the  typewriter  and  should  be  upon 
the  best  stationery: 

Miss  M.  D.  Waite, 

Dear  Mkss:  I  have  taken  the  libert}'  of  sending  you.  in  this  mail,  under 
separate  cover,  a  copy  of  my  booklet,  "  The  American  Dental  Instructor." 

In  this  booklet  are  answered  all  the  questions  which  dentists  are  asked  every 
day.  and  all  the  subjects  are  treated  which  it  is  proper  for  my  patients  to  be 
instructed  upon. 

I  trust  that  you  will  read  it  through  carefully,  and  if  you  think  it  does  not 
tell  everything  that  should  be  told,  or  if  there  are  any  questions  that  should  be 
treated  that  do  not  appear,  I  should  be  grateful  to  you  if  you  would  call  my 
attention  to  them.  Very  respectfully  yours, 

A.  B.  Blank.  D.D.S. 

Patients  appreciate  such  thoughtfulness  on  the  part  of  the  dentist. 
They  are  likely  to  be  very  favorably  impressed  with  the  subject  matter 
of  the  booklet,  and  with  the  truthfulness  of  the  statements  made  therein, 
and  to  become  more  careful  in  noting  the  condition  of  the  teeth  and 
attending  to  them  promptly,  and  thus  cooperate  in  bringing  about  an 
ideal  condition  of  affairs  for  the  dentist.  Exposed  pulps  would  be  un- 
known, and  treating  pulpless  teeth   would   becom:    rarer  and  rarer. 


THE   PRACTICE   BUILDER  621 

The  dentist  would  be  able  to  give  his  patient  better  services  and  to 
receive  better  appreciation  therefor. 

A  copy  of  the  booklet  should  also  be  sent  to  all  who  have  at  any 
time  been  patrons  of  the  office,  and  the  result  cannot  but  be  favorable 
to  the  dentist.  Frequently  the  booklet  is  seen  by  a  friend  or  visitor  at 
the  home  of  the  recipient,  and  that  person  is  thereby  induced  to  be- 
come a  patron  of  the  dentist  whose  name  it  bears.  If  those  who  have 
had  teeth  removed,  and  who  are  undecided  whether  they  shall  have 
a  temporary  plate  inserted,  or  who  are  not  posted  as  to  the  different 
bases  upon  which  artificial  teeth  are  constructed,  or  to  anyone  who 
has  made  inquiries  concerning  artificial  teeth,  there  should  be  sent  a 
copy  of  the  booklet  "  Artificial  Teeth."  Patients  are  less  well  informed 
upon  this  subject  than  upon  any  other  matter  in  dentistry,  and  this 
booklet  presents  the  information  needed  in  a  most  concise  and  clear 
manner.  It  should  be  sent  under  letter  postage,  just  as  "  The  American 
Dental  Instructor  "  is  sent. 

To  those  persons  who  have  one  or  more  teeth  missing,  thus  indi- 
cating that  bridge  work  should  be  inserted,  or  whose  natural  teeth  are 
in  such  condition  that  crowns  should  be  adapted,  should  be  sent  a  copy 
of  the  booklet,  "  Interesting  Facts  About  Crown  Work  and  Bridge 
Work  in  Dentistry."  This  is  a  subject  that  is  not  at  all  understood  by 
the  majority  of  persons,  many  of  whom,  if  they  had  a  proper  under- 
standing of  what  it  is,  how  it  is  made,  how  inserted,  and  the  special 
claims  for  its  superiority  over  other  forms  of  artificial  substitution,  and 
its  permanence  when  adapted,  would  be  quick  to  have  such  work  done. 
It  is  something  that  cannot  easily  be  explained  at  the  chair,  and  which 
when  explained  from  the  text-books  and  engravings  therein  serves 
only  to  confuse  the  patient.  In  the  booklet  mentioned  the  matter  is 
terse  and  plain,  so  that  no  one  can  fail  to  understand  the  principles 
upon  which  bridge  work  depends.  It  is  uniform  in  style  and  size  with 
the  other  booklets. 

When  a  patient,  of  a  member  of  his  family,  is  known  to  have  irreg- 
ular teeth,  and  especially  if  such  teeth  affect  the  personal  appearance 
of  the  individual,  a  copy  of  the  booklet  on  that  subject  should  be  sent 
— "  Irregularities  of  the  Teeth ;  How  They  are  Corrected."  This  book- 
let should  be  sent  to  the  children  and  younger  members  of  the  family, 


622  THE    PRACTICE    BUILDER 

because  it  will  impress  upon  them  the  importance  of  caring  for  the 
teeth  when  they  have  a  tendency  to  becoiiie  irregular. 

"  The  Children's  Dental  Instructor  "  is  a  booklet  similar  in  char- 
acter and  design  to  the  others  of  the  series,  but  its  purpose  is  to  incul- 
cate within  the  minds  of  the  younger  patients  an  appreciation  of  the 
teeth,  and  to  influence  them  in  cooperating  with  the  family  dentist  in 
using  a  grain  of  prevention  rather  than  an  ounce  of  fillings.  In  this 
way,  by  use  of  such  an  instructor,  children  are  so  habituated  to  the 
propriety  of  dental  service  that  the  custom  becomes  an  established  one 
which  they  will  follow  and  appreciate  throughout  their  lives.  While 
they  are  children  is  the  best  time  to  indelibly  impress  upon  them  the 
importance  which  attaches  to  the  care  of  the  teeth,  and  to  the  benefits 
that  are  to  be  derived  from  the  proper  attention  to  them  in  childhood. 

All  the  booklets  mentioned  are  uniform  in  size  and  style,  are  artisti- 
cally printed  and  bound,  and  are  supplied  in  lots  of  lOO  to  10,000  at  very 
reasonable  prices.     Read  the  chapter  on  "  Instructors." 

Sometimes  the  polishing  of  a  filling  takes  half  as  long  as  the  inser- 
tion. Sometimes,  by  reason  of  the  particles  of  gritty  substance  still 
remaining  between  the  teeth,  it  is  not  practicable  to  give  the  highest 
finish  at  the  first  sitting.  It  will,  therefore,  be  found  much  better  to 
make  an  after  appointment,  on  which  to  give  the  final  polish.  This 
may  be  done  by  the  lady  assistant,  after  she  has  received  a  thorough 
training  in  the  work,  and  the  operator  will  thus  be  saved  the  time  it 
w^ould  take  to  do  it  personally,  and  at  the  same  time  be  sure  that  the 
filling  is  so  perfectly  finished,  by  personally  examining  it,  that  there 
will  be  no  likelihood  of  failure  at  the  margins. 

A  day  or  so  after  the  gold  filling  is  inserted  the  lady  assistant  should 
mail  to  the  patient  a  card  like  that  shown  in  Form  A. 

In  a  busy  practice,  where  time  is  valuable,  and  it  is  necessary  to 
have  as  little  delay  as  possible  caused  by  waiting  for  amalgam  fillings 
to  harden,  a  similar  card  should  be  used.  If  amalgam  fillings  were 
treated  as  carefully  as  gold  ones  are,  there  would  be  no  occasion  for 
removing  them  and  refilling  the  teeth,  as  is  often  the  case.  Amalgam 
is  the  most  abused  of  all  the  filling  materials.  Fillings  are  inserted 
w'ithout  preparing  the  cavities  as  carefully  as  those  in  which  gold  is 
inserted,  and  receive  no  other  smoothing  than  the  burnisher  imparts; 


THE    PRACTICE    BUILDER  623 


Form  A 

Smithton,. 


Having  had  gold  fillings  inserted  in  the  teeth,  is  requested 

to  call _.- at o'clock, 

that  same  may  be  polished  and  examined  to  see  if  they  are 

perfect. 

A.  B.  BLANK,  D.  D.  S. 
10  Howe  Block 


Appointment  Card.    Polishing  Gold  Fillirgs 


SO  that  when  the  filling  hardens  it  often  has  an  appearance  very  similar 
to  that  which  might  have  been  expected  had  a  plasterer's  trowel  been 
used  to  give  it  a  smooth  surface.'  Oftentimes  the  manipulation  which 
is  necessary  to  remove  the  surplus  around  the  margins  and  cervical  bor- 


Form  B 

Smithton , 1 89- 


Having  had  teeth  filled  with  amalgam,  is  requested  to  call 
at o'clockjto  per- 
mit of  the  work  being  polished  and  carefully  examined. 

A.  B.  BLANK,  D.D.S. 

10  Howe  Block 


Appointment  Card.     Polishing  Amalgam  Fillings 


624  THE    PRACTICE    BUILDER 

dor  affect  the  integrity  of  the  filhiig  at  these  poiiit>.  If  it  were  trinmiLtl 
so  as  to  occhide  properly,  and  finished  a  few  days  afterward,  and  given 
a  high  pohsh  by  use  of  disks  and  powders,  its  permanence  would  be 
greatly  cniianced.  The  borders  could  be  trimmed  and  polished  as  per- 
fectly as  the  finest  gold  fillings.  A  card  similar  to  the  one  for  gold 
filling  should  be  used,  and  the  work  may  be  done  by  the  lady  assistant. 

Cement  fillings  require  greater  care  than  amalgam,  and  because 
of  the  liability  to  "  drag  "  when  being  finished,  the  teeth  should  be 
filled  as  smoothly  as  possible  at  the  filling  appointment  and  the  cement 


Form  C 

Smithton, 189- 


Is  requested  to  call at 

o'clock   that  the    cement  fillings   inserted  may  be  carefully 

polished  and  examined. 

A.  B.  BLANK,  D.D.S. 
10  Howe  Block 


Appointment  Card.     Polishing  Cement  Fillings 

then  covered  with  melted  paraflfine  wax  as  suggested  by  Dr.  Bonwill, 
or  with  one  of  the  preparations  that  are  suitable  for  the  purpose,  such 
as  chloro-percha,  or  rubber  varnish,  or  cavitine.  the  rubber-dam  being 
kept  in  position  until  the  filling  is  sufficiently  hard  to  dismiss  the  pa- 
tient. A  few  days  afterward  a  card  similar  to  those  sent  for  gold  and 
amalgam  should  be  mailed  to  the  patient.  When  the  patient  presents, 
the  filling  will  be  so  dense  that  it  can  be  carefully  polished  and  its 
permanence  thereby  greatly  added  to. 

It  is  proper  that  bridge  work  should  be  examined  at  frec|uent  inter- 
vals, that  its  condition  may  be  ascertained  and  that  (if  the  bridge  piece 


THE  PRACTICE  BUILDER  625 

should  have  inaccessible  spaces  or  interstices  which  are  apt  to  cause 
uncleanliness)  it  may  be  appropriately  cleansed.  The  natural  teeth 
demand  care,  and  all  forms  of  artificial  dentures  require  attention  to 
secure  their  cleanliness  and  thus  preserve  the  health  of  the  adjacent 


Form  D 

Smithton, 189- 


Will  please  call at o'clock  to 

have  Crown  and  Bridge-Work  examined  and  put  in  order. 

A.  B.  BLANK,  D.D.S. 
10  Howe  Block 


Appointment  Card.    Examining  Bridge-Work 

tissues.  Upon  the  maintenance  of  cleanliness  depends  in  a  large  degree 
the  permanence  and  satisfaction  of  such  work.  Self-cleansing  spaces 
are  often  improperly  formed,  and  thus  become  receptacles  for  particles 
of  food  debris,  instead  of  preventing  their  accumulation. 

Besides  the  use  of  an  appropriate  dentifrice  or  antiseptic  preparation, 
a  suitably  formed  brush  should  be  prescribed.  The  patient  should  be 
advised  to  use  floss  silk  to  pass  through  the  apertures  around  the  necks 
of  teeth  to  remove  accumulations  of  food.  Besides  these  measures  the 
crowns  and  bridges  should  be  examined  and  thoroughly  cleansed  by  the 
dentist  at  regular  intervals.  All  the  crown  work  and  bridge  work  cases 
should  be  selected  from  the  record  books  by  the  lady  assistant,  and 
entered  in  a  special  book  labelled  "  Crown  and  Bridge  Work."  The 
name  of  the  patient,  crown  or  bridge  piece,  size  of  piece,  and  date  of  in- 
sertion should  be  indicated: 


626 


THE   PRACTICE   BUILDER 


Name               Kind       Size     jsg/J'd                            Exaniiiied                           |           Kcpuiied 

Ames,  Mrs.  H.  B. 
86  Peiiii.  Ave. 

Bridge 

4  teeth 

92 

3/15 

9/20 

93 

2/10 

1  94 
8/2  2/15 

1  9.5 
lo/io    4/5 

96 

3/7 

10/15 

97  2/io 

FaciiiR  replaced  ist. 

Bi.  14K.  Solder. 

Cruwii  and  Bridge  Work  Hxaiiiination  Kcgi&Icr 

Another  card  tliat  is  sometimes  of  value  is  that  whicli  is  sent  to 
patients  who  have  had  teeth  removed  preparatory  to  the  insertion  of 
a  plate,  and  who,  instead  of  calling  on  the  dentist  at  the  end  of  three 
or  four  montlis,  neglect  to  call,  and  in  some  instances  go  without  teeth 
for  a  year  or  more,  and  by  so  doing  make  it  all  the  more  difficult  to 
acctistom  themselves  to  the  use  of  artificial  teeth  when  they  are  in- 
serted, and  at  the  same  time  permit  the  lips  to  shrink  to  such  an  extent 
that  when  the  plate  is  inserted  the  mouth  has  a  tight,  drawn  expression. 
The  card  is  likely  to  cause  the  patient  to  call  and  see  about  having  the 
teeth  made,  and,  if  the  plate  is  made,  to  become  accustomed  to  the  use 
of  the  teeth  sooner,  and  the  dentist  has  the  money  for  his  work.  A  form 
for  the  card  is  shown  herewith : 


Form  E 


Smlthton, 189- 


Will  please  call  so  that  the  condition  of  the  gums  may  be 

ascertained. 

A.  B.  BLANK,  D.D.S. 
Howe  Block 


Appointment  Card.    Examining  Gums 


Cement,  as  a  filling  material,  is  in  daily  use  by  thousands  of  prac- 
titioners, and  the  purposes  which  it  is  intended  to  subserve  are  varied. 


THE  PRACTICE  BUILDER  627 

It  is  used  often  in  the  temporary  teeth  of  children  and  again  in  their 
permanent  teeth  when  these  are  not  strong  enough  to  warrant  metal 
fillings;  and  in  the  teeth  of  young  ladies,  in  such  cases  as  the  dentist 
deems  best  for  the  appearance  of  the  patient  and  the  safety  of  the  teeth. 

Cement  lasts  for  a  long  time  in  the  mouths  of  some  persons,  and 
for  a  comparatively  short  time  in  the  mouths  of  others.  The  use  of 
some  cement  is  attended  with  better  results  than  others.  Cement  has 
its  special  uses,  yet  few  have  faith  in  its  lasting  qualities  to  such  an  ex- 
tent that  they  would  term  it  a  "  permanent  filling." 

Most  practitioners  have  observed  that  cement  is  not  well  liked  by 
patients  in  whose  teeth  it  has  been  used.  This  is  due  largely  to  the 
fact  that  the  dentist  has  not  impressed  upon  the  patient  the  fact  that 
it  is  usually  employed  for  a  specific  use,  and  that  no  intention  is  gen- 
erally entertained  of  using  such  filling  as  a  permanent  stopping.  He 
does  not  explain  that  cement  does  not  last  as  do  other  fillings,  and  that 
it  is  no  reflection  on  the  dentist's  skill  that  they  do  not. 

Dentists  do  not  have  the  time  to  explain  just  why  this  or  that  filling 
material  is  used  in  this  or  that  tooth.  If  the  patient  could  be  made  to 
understand  that  cement  is  used  for  the  patient's  own  good,  when  it 
would  be  easier  to  use  some  other  material,  he  might  appreciate  the 
point;  but  it  is  difficult  to  present  the  matter  understandingly  to  pa- 
tients. 

If  the  reader  will  reflect  for  a  moment,  he  will  remember  that  of  the 
new  patrons  who  employ  him  he  will  find  that,  with  those  who  are 
accustomed  to  dental  service,  there  may  be  several  cement  fillings, 
which  are  in  poor  condition.  Often  the  patient  states  that  the  preceding 
dentist  had  inserted  cement,  or  "  bone,"  or  "  white  "  fillings,  and  may 
indicate  that  the  same  was  not  perfectly  satisfactory.  In  a  great  many 
instances  patients  leave  dentists  for  no  other  reason  than  this.  If  the 
dentist  had  stated  that  the  filling  was  not  so  reliable  as  metal,  but  that 
circumstances  forbade  the  use  of  the  latter,  he  might  have  retained  the 
patient.  It  is  an  injustice  to  the  dentist  that  patients  leave  him  for  such 
reasons,  especially  when  they  do  so  without  knowing  that  he  did  the 
best  thing  possible  for  the  teeth  under  the  circumstances.  This  does 
not,  however,  prevent  them  from  leaving;  the  dentist  should  have  some 
means  of  ascertaining  the  condition  of  the  teeth,  and  to  insure  the  in- 


C28 


THE   PRACTICE   BUILDER 


tegrity  of  the  filling,  and  at  the  same  time  protect  himself  against  loss 
of  patronage  if  the  filling  should  prove  unsatisfactory.  There  is  only 
one  way  to  do  this  eflfectively,  and  that  is  to  examine  the  cement  fillings 
personally  and  to  thus  ascertain  their  condition.  This  is  done  by  keep- 
ing a  close  record  of  all,  as  suggested  in  the  chapter  on  "  Records." 
The  lady  assistant  takes  from  the  record  of  filling  operations  the  name 
of  every  patient  in  whose  teeth  there  are  cement  fillings,  and  enters 
them  in  a  suitably  ruled  book  marked  "  Cement  Fillings,"  showing 
first  the  name,  then  the  date  on  which  the  filling  was  originally  inserted, 
then  the  date  of  the  examination.  If  the  fillings  are  all  right  it  is  only 
necessary  to  mark  after  the  last  date,  "O.K.";  but  if  they  are  worn 
and  require  additional  cement  to  bring  them  up  flush  with  the  cavity 
borders,  this  should  be  done  either  at  this  or  some  subsequent  appoint- 
ment.   For  instance: 


Cement  Filling  Examination  Register 

Where  the  practitioner  holds  a  first-class  clientele  composed  of  pa- 
tients appreciative  of  his  efforts  to  save  the  teeth,  he  will  make  a  charge 
for  adding  to  or  refilling  with  the  cement;  but  where  this  is  not  prac- 
ticable he  will  not  make  a  charge  for  the  work,  unless  it  be  a  merely 
nominal  one. 

By  this  means  the  dentist  is  enabled  to  judge  of  the  value  and  per- 
manency of  the  various  cements,  while  at  the  same  time  he  retains  the 
patronage  of  those  in  whose  teeth  cement  has  been  used.  This  book 
should  of  course  be  so  ruled  as  to  allow  of  several  examinations  being 
made  serially,  so  that  the  names  will  not  have  to  be  transferred  to 
another  portion  of  the  book.  The  form  of  the  card  is  shown  on 
next  page. 

One  of  the  most  important  considerations  in  the  matter  of  holding 
patronage  is  that  which  keeps  the  dentist  at  appropriate  intervals  in 
close  touch  with  his  patrons,  and  which  afifords  him  opportunity  for 
knowing  just  what  the  condition  of  their  teeth  may  be,  and  thus  fore- 


THE  PRACTICE   BUILDER  629 

seeing  the  need  for  the  performance  of  filHng  or  other  operations  be- 
fore such  become  imperative.  The  patient  is  apprised  of  the  condition 
of  the  teeth  long  before  he  would  be  made  aware  of  it  himself,  either  from 
seeing  the  cavities  or  from  experiencing  sensitivity  of  the  dentine. 

The  advantages  of  such  periodical  examinations  will  be  apparent 
to  every  practicing  dentist.  In  the  first  place,  they  induce  the  patient 
to  come  at  a  time  when  the  teeth  are  just  beginning  to  decay,  and  thus 
enable  the  dentist  to  fill  them  more  thoroughly  and  with  less  pain,  and 


Form  F 

Smithton, 189. 


Had  cement  fillings  inserted , at 

which  time  it  was  suggested  that  you  call  again  at  the  expiration 

of months  to  permit  of  examining  them  and  to  renew 

them,  if  necessary,  without  further  charge. 

A.  B.  BLANK,  D.D.S. 
10  Howe  Block 


Appointment  Card.     Examining  Cement  Fillings 

complicated  cavities  become  less  and  less  frequent.  The  fillings  are 
alwa3^s  smaller  and  are  more  easily  inserted.  Pulp  trouble  will  rarely 
be  observed,  and  will  not  be  present  at  all  in  the  cases  of  those  who 
present  themselves  regularly  in  response  to  the  dentist's  requests.  A 
high-class  patronage  is  thus  induced,  and  the  patients  are  educated 
to  a  proper  appreciation  of  the  earnest  efforts  which  the  family  dentist 
makes  in  their  behalf  to  assure  to  them  comfort  and  satisfaction.  The 
effect  upon  the  practice  cannot  but  be  beneficial.  The  patient  becomes 
impressed  with  the  care  and  attention  which  his  dentist  takes  in  his 
work,  and  he  says  to  himself:  "  This  is  the  dentist  I  have  been  looking 
for,  and  this  is  the  one  that  I  am  going  to  stick  to!  "  It  shows  to  the 
patient  that  this  dentist  does  not  stop  with  the  mere  filling  of  the  tooth 


630  THE  PRACTICE   BUlEDER 

and  the  receiving  of  the  fee,  but  that  he  proposes  to  give  to  his  patrons 
his  professional  attention  after  the  fiUings  are  inserted,  and  to  watch 
them  and  give  the  patient  warning  that  the  teeth  may  again  need  atten- 
tion. 

The  form  of  the  Examination  Card  is  shown  herewith: 


Form  G 

Smithton, 189 


Is  requested  to  call  and  have  the  teeth  examined  so  that 
any  necessary  attention  may  be  given  them 


A.  B.  BLANK,  D.D.S. 
10  Howe  Block 

(over) 


Exaniination  Appointment  Card 


What  the  Patient  should  d 

0  for  himself. 

What  the  Dentist  does  for 

him. 

Upon  these  two  propositions  depend  the  saving 

of  the  teeth. 

There  is  no  fee  for  examining  the  teeth  of 

my  regular 

patrons. 

Back  of  Examination  Appointment  Card 


THE    PRACTICE    BUILDER  63 1 

To  make  the  use  of  this  examination  card  more  effective,  and  to 
assure  to  the  dentist  the  confidence  of  every  class  of  patrons  in  accept- 
ing the  innovation  of  its  use,  there  should  be  sent  to  each  person  in 
the  same  mail  with  the  card  a  letter  which  explains  its  purpose,  and 
the  duty  of  the  patient  in  complying  with  it  and  thereby  cooperating 
with  the  dentist  in  securing  to  his  patients  the  best  service. 

The  letter  should  be  typewritten  and  should  read  somewhat  after 
the  manner  here  shown: 

Miss  Anna  Walker, 

Dear  Miss:  I  am  sending  you  in  this  mail  my  dental  examination  card.  The 
purpose  of  this  card  is  twofold.  By  its  use  I  propose  to  ascertain  the  condition 
of  the  work  which  I  have  done,  and  also  to  observe  the  condition  of  the  teeth 
of  my  patrons,  so  as  to  relieve  them  of  all  uneasiness  with  reference  to  the 
state  of  the  dental  apparatus.  In  this  way  I  hope  to  take  such  good  care  of  them 
that  they  need  never  be  apprised  of  the  necessity  for  dental  work  by  the  dis- 
turbance which  usually  warns  them  that  it  is  time  to  consult  the  family  dentist. 

By  examining  the  teeth  frequently  the  need  for  filling  can  be  seen  before 
they  have  given  their  owners  trouble,  the  work  will  be  much  more  painlessly 
performed,  and  the  fillings  will  be  smaller  than  when  the  teeth  are  neglected. 
If  there  is  no  work  to  be  done  you  will  be  so  informed,  and  can  then  be  relieved 
of  worry  through  fear  that  the  teeth  may  need  attention. 

I  trust  that  you  will  co-operate  with  me  in  aiming  to  secure  the  good 
results  which  I  have  indicated.  Very  respectfully, 

A.  B.  Blank,  D.D.S. 

The  card  and  the  letter  should  be  sent  in  separate  envelopes.  It 
will  be  apparent  to  many  that  these  cards  being  sent,  as  they  are, 
several  days  previous  to  the  time  set  for  the  examination,  the  patient 
may  forget  that  he  has  an  appointment.  To  prevent  this  a  "  Reminder 
Card  "  is  used.  This  is  sent  the  afternoon  of  the  day  preceding  that 
on  which  the  teeth  are  to  be  examined,  and  thus  the  time  is  so  im- 
pressed upon  the  patient's  mind  that  in  very  few  cases  will  there  be 
failure  to  respond. 

The  form  for  the  "  Reminder  Card  "  is  shown  on  next  page. 

To  conduct  this  feature  of  the  practice  which  is  comprehended  in 
the  various  forms  of  examinations  suggested,  demands  the  most  com- 
plete system  in  handling,  so  that  it  will  not  interfere  with  the  routine 
duties  of  the  dentist  and  will  not  demand  his  time  in  attending  to  the 
cards.    It  will  therefore  be  a  part  of  the  lady  assistant's  duty  to  attend 


632 


THE   PRACTICE   BUILDER 


Form  H 


Reminder  Card 


Is  reminded  of  Dental  examination  appointment 

at o'clock. 

10  Howe  Block 


A.  B.  BLANK,  D.D.S. 


Reminder  Card 


to  all  the  points  indicated  in  the  system  of  examination.  For  this 
purpose  she  will  take  the  names  of  all  those  who  have  at  any  time  had 
operatintj  of  any  kind  done,  and  will  transfer  these  names  to  a  ruled 
book  to  be  known  as  the  "  Examination  Register  "  (for  sale  by  the 
American  Dental  Publishing  Co.).  The  names  are  arranged  in  the 
book,  which  should  not  be  used  for  any  other  purpose.  The  patient's 
name  is  first  shown,  and  in  the  next  space  the  date  the  card  is  sent,  then 
the  date  shown  on  the  examination  card  for  the  examination  of  the 
teeth,  and  the  next  space  should  show  the  date  on  which  the  "  Re- 
minder Card  "  is  sent.  If  the  patient  calls,  this  should  be  shown  by 
an  appropriate  mark.  If  it  is  found  that  some  filling  must  be  done,  and 
the  patient  expresses  a  desire  to  have  it  done,  the  date  on  which  the 
appointment  falls  should  be  shown  in  the  next  space.  After  the  w-ork 
is  done  the  appointment  date  should  be  checked  by  an  appropriate 
mark. 

The  appearance  of  the  book  is  shown  herewith: 


Bowen,  Alice 
22  Hope  Street 


Sent 


96 
10/22 


Appointment 


11/2 


Reminder  Card 


11/12 


Appt.  for  Work 


11/22 


Form  of  Examination  Register 


THE  PRACTICE   BUILDER  633 

This  ruled  book  is  not  all  that  is  necessary.  A  most  necessary 
adjunct  is  the  "  Desk  File."  For  this  purpose  no  other  file  equals  that 
supplied  by  the  American  Dental  Publishing  Co.  This  has  been  de- 
scribed in  the  chapter  on  "  Office  Business  Fittings." 

We  will  suppose  that  the  month  is  November,  as  indicated  in  the 
form  illustrating  the  ruling  of  the  "  Examination  Register."  The  lady 
assistant  will  have  the  names  of  all  the  patients  transferred  to  the 
"  Examination  Register,"  ready  to  put  the  cards  into  use;  the  names 
and  addresses  of  the  patients  will  be  shown,  and  also  the  last  date  upon 
which  the  patient  had  work  done.  The  cards  will  then  be  taken  and  the 
date  inserted  upon  which  the  examination  is  to  be  made,  and  a  note 
made  in  the.appointment  book  to  that  effect. 

The  reminder  card  is  made  out  at  the  same  time.  All  the  cards 
having  been  made  out  for  people  whose  teeth  are  to  be  examined  in 
November,  both  "  Examination  "  and  "  Reminder  Cards  "  are  placed 
in  the  desk  file  in  the  month  marked  November.  When  November 
becomes  the  current  month  the  cards  are  placed  in  the  date  of  the 
index  which  corresponds  to  the  dates  on  which  the  cards  are  to  be 
sent,  which  should  be  about  ten  days  before  the  date  indicated  on  the 
card  for  the  appointment,  and  the  "  Reminder  Cards  "  are  put  in  the 
date  just  preceding  that  on  which  the  examination  is  made.  Thus, 
when  the  assistant  comes  in  in  the  morning,  she  examines  the  desk 
file  and  encloses  the  cards  which  are  to  be  sent  out  for  that  day  in  their 
appropriate  envelopes,  and  mails  them;  and  when  the  date  arrives 
upon  which  the  Reminder  Card  is  to  be  sent  she  mails  that  also. 
The  desk  file  has  its  pages  ruled  so  that  any  note  can  be  made  on  it 
with  reference  to  the  business  of  that  day. 

The  effectiveness  of  this  entire  system  of  examination  depends  upon 
the  thoroughness  with  which  the  dentist  has  instructed  his  patrons; 
and  we  would  earnestly  advise  every  one  to  first  send  to  each  patient 
a  copy  of  "  The  American  Dental  Instructor  "  and  the  letter  which 
accompanies  it,  before  introducing  the  examinations.  The  gradual 
inculcation  of  the  purpose  of  examining  the  teeth,  by  previously  in- 
structing the  patients  through  the  booklet  mentioned,  will  prove  more 
effective  than  to  use  the  cards  without  the  booklet,  and  the  impression 
made  upon  the  patient  is  much  more  lasting  and  convincing.     After 


634 


THE    PRACTICE    BUILDER 


giving  to  his  patrons  the  information  concerning  his  methods  of  con- 
ducting a  dental  practice,  which  would  be  indicated  by  the  use  of  the 
various  booklets,  letter  forms,  and  examination  cards,  he  can  more 
readily  and  with  no  noticeable  opposition  raise  his  fees,  and  thus  the 
standard  of  his  work. 

The  patient  having  been  impressed  with  the  method  and  system 
which  characterizes  the  conduct  of  a  dental  practice  which  is  operated 
after  such  a  thoroughly  business-like  manner,  after  having  been  made 
acquainted  with  the  various  booklets,  and  business  forms  used  in  the 
chapter  on  "  Compensation,"  can  more  easily  be  approached  with  the 
letter  form  which  is  used  to  indicate  the  raise  in  fees,  and  which  is 
shown  in  the  chapter  above  named.  This  letter  should  be  typewritten. 
The  patronage  of  the  practice  will  be  of  such  a  quality  that  the  prac- 
titioner can  afford  to  lose  all  of  that  class  that  would  be  opposed  to 
paying  more  than  they  have  been  accustomed  to.  All  those  persons 
to  whom  the  latter  portion  of  the  letter  referred  to  will  apply,  ma)  take 
offence  at  the  statements  made,  and  if  so  the  dentist  may  consider 
himself  well  rid  of  them;  while  the  other  and  more  desirable  element 
of  the  practice  will  know  just  why  those  non-paying  persons  no 
longer  patronize  the  dentist.  In  this  way  the  culling  of  the  practice 
may  be  accomplished  without  affecting  the  cash  receipts  for  the  year 
adversely,  because  the  advance  will  more  than  make  up  for  the  loss 
of  those  persons  whose  patronage  is  undesirable. 

The  dentist  should  feel  no  hesitancy  in  dismissing  those  whose 
patronage  is  undesirable,  or  who  are  for  any  reason  not  acceptable 
as  clients.  The  fact  that  they  do  not  pay  is  one  of  the  principal  rea- 
sons for  intimating  that  the  patronage  of  some  people  is  not  wanted. 
Again,  members  of  the  dcvii-jiiondc,  especially  when  they  patronize 
one  office  to  such  an  extent  that  it  may  be  said  to  have  all  the  patron- 
age of  that  class,  should  not  be  encouraged,  as  it  cannot  be  beneficial  to 
the  practice. 

Before  attempting  to  put  into  systematic  use  any  of  the  plans  ad- 
vised in  this  chapter,  the  reader  will  be  wise  if  he  first  familiarizes  him- 
self with  all  that  bears  upon  their  use  as  is  shown  in  the  chapters  on 
"  Records,"  "  Compensation."  "  Office  Business  Fittings."  "  Type- 
writer and   Its  Uses  in   Dentistry,"   "  Lady  Assistants,"   "  Use  and 


THE    PRACTICE    BUILDER  635 

Abuse  of  Credit,"  etc.  A  proper  comprehension  of  the  appHcation 
to  the  various  uses  for  which  they  are  intended  can  only  be  had  by  read- 
ing these,  because  they  bear  a  very  intimate  relation  to  the  points  con- 
sidered in  this  chapter.  That  their  continued  use  from  year  to  year 
will  raise  the  dentist  in  the  esteem  of  his  patrons  no  one  can  deny,  and 
that  he  can  continue  in  the  practice  of  his  profession,  relieved  of  the 
worry  of  such  details,  will  be  readily  apparent  to  every  reader  of  this 
book.  Without  real  ability  as  a  dentist,  these  plans  cannot  be  of  real 
or  lasting  benefit,  but  to  those  who  are  possessed  of  great  dexterity  as 
operators,  and  who  give  proper  care  and  attention  to  the  other  branches 
of  their  work,  the  use  of  these  plans  will  give  not  only  professional 
supremacy  but  financial  gains  of  no  inconsiderable  extent. 

Relieved  of  the  duties  involved  in  the  conduct  of  the  business  side 
of  his  work,  the  dentist  will  be  enabled  to  devote  more  time  to  research 
and  study,  to  attending  meetings  of  those  dental  societies  which  in- 
terest him,  to  presenting  appropriate  papers  for  the  discussion  of  the 
members,  to  the  cultivation  of  professional  ability,  and  the  strengthen- 
ing of  professional  connections  by  the  articles  which  are  published  in 
the  various  dental  journals. 

The  practice  of  dentistry  becomes  less  and  less  tedious,  and  is  not 
accompanied  with  the  narrowness  which  characterizes  the  conduct  of 
practices  of  the  undesirable  class,  which  have  none  of  the  mediums 
by  which  to  attract  and  retain  a  high  class  clientele. 

All  of  the  "  Examination  Record  Books,"  files,  etc.,  treated  of  in 
this  chapter,  and  all  of  the  card  forms  illustrated,  together  with  minute 
instructions,  are  prepared  after  the  direction  of  the  author  and  can  be 
had  of  the  "  American  Dental  Publishing  Co."  They  are  specially  ruled 
and  neatly  bound,  and  the  name  of  each  book  is  stamped  on  the  back. 
They  are  uniform  in  size  and  make  a  very  attractive  appearance.  Cor- 
respondence solicited. 


How  to  Get  New  Patrons 

'■  liijiucnce  is  invaluable  " 

When  first  entering  upon  the  practice  of  his  profession  all  the 
patrons  of  the  dentist  are  new  patrons;  but  after  he  has  been  in  prac- 
tice for  a  few  years,  nearly  all  those  for  whom  he  performs  services 
are  his  regular  patrons,  who  come  as  occasion  demands  to  have  such 
work  done  as  may  be  required;  and  there  are  fewer  who  are  strangers 
to  him  than  was  formerly  the  case.  In  some  practices  it  becomes  un- 
usual to  receive  the  patronage  of  a  person  who  is  not  a  member  of  one 
of  the  families  already  on  the  books;  this  is  especially  true  of  the  ex- 
clusive practices  in  the  large  centres  of  population. 

It  may  be  that  the  dentist  has  received  his  share  of  those  who  form 
the  dental  constituency  in  his  particular  neighborhood,  his  share  of 
those  who  are  in  the  habit  of  regularly  seeking  dental  service;  and 
it  may  also  be  that  he  does  not  pay  the  same  attention  to  the  mediums 
by  which  patronage  may  be  attracted.  Close  attention  to  actual  per- 
formance of  the  work  itself,  and  having  sufficient  work  to  engross  his 
close  attention,  often  for  three  weeks  in  advance,  busy  practitioners 
cannot  give  attention  to  those  details  which  extend  the  business  in- 
terests of  the  practice;  a  dental  practice  being  the  result  of  the  indi- 
vidual effort  of  one  man,  upon  whose  ability  and  whose  personal  super- 
vision of  work  most  persons  depend,  and  who  patronize  him  because 
of  this. 

Many  men  become,  by  years  of  attention  to  their  professional  duties, 
inattentive  to  the  details  of  practice  as  they  improve  from  year  to  year. 
To  think  that  because  a  man  has  made  a  good  reputation  he  can  there- 
fore rest  on  his  oars,  is  a  very  fallacious  idea.  The  man  who  has 
earned  a  reputation  has  to  work  just  as  hard  thereafter  to  hold  the  de- 

636 


THE  PRACTICE   BUILDER 


637 


sirable  clientele  which  he  may  have  attracted;  he  must  maintain  the 
standard  of  work  upon  which  his  reputation  is  founded;  and  to  do 
this,  he  is  compelled  to  give  as  close  attention  as  ever,  for  he  is  always 
liable  to  have  his  work  compared  with  that  of  others  and  criticised  more 
freely  than  if  it  were  the  work  of  a  less  prominent  person. 

After  having  gained  an  average  practice,  it  may  be  difficult  to  make 
it  larger,  because  to  do  so  may  mean  to  attract  patronage  from  other 
dentists  or  to  attract  those  who  do  not  as  yet  form  a  part  of  the  denfal 
constituency.  This  is  no  easy  matter,  in  a  practice  conducted  upon 
ethical  principles;  and  when  it  is  considered,  too,  that  other  dentists 
are  exerting  themselves  in  the  same  manner. 

The  highest  grade  of  work,  conscientiously  maintained  year  in  and 
year  out,  is  always  a  powerful  factor  in  influencing  the  patronage  of 
those  who  are  desirable  clients. 

Every  dentist  should  remember  that  one  filling  may  be  judged  as  a 
sample  of  his  ability;  that  when  he  inserts  the  filling  he  does  not  know 
who  will  be  impressed  with  its  artistic  appearance,  or  who  may  ob- 
serve that  it  lacks  in  beauty  or  in  correctness;  that  one  small  filling 
may  be  the  means  of  ultimately  attracting  a  large  amount  of  patronage, 
or  of  repelling  it,  and  he  cannot  tell  which  of  a  thousand  fillings  it  may 
be;  therefore  he  must  give  equal  attention  and  skill  to  each,  so  that  it 
makes  no  difiference  which  one  is  observed;  all  will  be  good  and 
equally  worthy  of  praise. 

The  means  by  which  new  patronage  is  attracted  are  dependent  upon 
the  dentist  himself.  It  must  be  because  of  some  inherent  force  of  the 
individual,  the  man  himself  who  does  the  work,  that  people  will  be  at- 
tracted to  him. 

People  who  have  never  patronized  a  dentist  who  is  in  full  practice 
are  attracted  to  him  in  the  first  place  because  he  is  reputed  to  be  skil- 
ful and  stands  well  in  his  profession,  in  short,  because  he  has  gained 
what  all  are  striving  for,  reputation.  Another  feature  that  attracts 
patronage  is  to  be  always  well  dressed — neat  and  prosperous  looking. 
Another  quality  of  attractiveness  in  a  dentist  is  affability,  and  a  social 
side  to  his  nature.  The  gift  of  making  friends  is  a  very  valuable  one. 
A  pompous,  or  cold,  or  cheerless,  heartless,  or  indifferent  manner 
toward  people;    or  a  studied  or  sanctimonious  isolation  from  them 


638  THE    PRACTICE    BUILDER 

socially;  or  failure  to  recognize  would-be  friends  on  the  street  or  else- 
where, as  if  from  a  lofty  independence,  or  as  if  they  were  inferior 
mortals,  often  gives  unmeant  ofifcnce.  A  dentist  who  cannot  in  some 
way  make  friends  and  awaken  faith  in  himself  cannot  fail  to  fail.  The 
reputation  of  being  a  "  very  nice  man  "  makes  friends  of  everybody, 
and  is,  with  many,  even  more  potent  than  skill.  To  be  both  affable 
in  manner  and  skilful  in  action  makes  a  very  strong  combination,  one 
that  is  apt  to  waft  its  possessor  up  to  the  top  wave  of  professional  suc- 
cess. If  his  manners  and  conversation  are  of  the  gentle,  soft,  and 
tender  kind,  that  win  and  conciliate  rather  than  repel  children,  it  will 
be  fortunate,  and  u  ill  probably  put  many  a  dollar  into  his  pocket  that 
he  would  not  otherwise  have  received. 

The  social  side  of  his  nature  should  therefore  be  cultivated,  and  he 
should  extend  his  fraternal  connections  as  a  most  important  con- 
sideration in  his  social  and  professional  life.  I5ecause  he  has  a  large 
practice  he  should  not  disregard  this  point,  or  some  one  else  may  gain 
the  patronage  of  one  or  more  of  his  most  desirable  families.  Some 
dentists  make  it  a  practice  to  go  to  the  seashore  every  season,  and 
while  there  to  make  themselves  acquainted  with  the  members  of  the 
families  from  their  own  city  who  may  possibly  become  patrons.  They 
evidently  consider  the  expensive  summer  resort  to  be  profitable  so  long 
as  it  brings  desirable  patronage  upon  the  return  to  the  city. 

It  will  be  found  hurtful  to  the  business  interests  of  the  practice  to 
become  identified  with  politics;  for  politics,  even  when  honorably 
pursued,  are  injurious  to  a  dentist's  prospects.  Besides  escaping  many 
anxious  hours  and  bitter  disappointments,  he  can  in  the  long  run 
make  ten  friends  and  ten  dollars  by  being  no  man's  man.  and  calmly 
sticking  to  his  profession,  while  he  is  making  one  of  either  in  the  pol- 
luted waters  of  party  politics. 

Avoid  also  the  expression  of  radical  views,  and  do  not  display 
political  or  religious  emblems,  portraits,  etc.,  about  the  office,  because 
these  relate  to  personal  sentiments;  being  emphatically  a  public  man, 
and  his  office  a  public  place,  not  for  any  special  class,  but  for  every 
faith  and  party,  no  matter  what  shade  of  partisan  or  sectarian  pictures 
may  be  displayed,  they  w  ill  surely  be  repugnant  to  some,  and  in  this  and 
other  matters  fairly  open  to  criticism,  it  is  a  wise  maxim  to  respect 


THE   PRACTICE   BUILDER 


639" 


lat  he  was  waving 

en  man,  seemingly 

ition  with  the  ut- 

saw  him  fall,  and 

nat  the  bullet  had 
'»ove  the  brisket, 
i  enough  to  slip 
Jge  in  the  lower 
i  matter  encasing 
ahead  of  my  pres- 

imbed  to  the  upper 
\c,  across  which  I 

on  coming  to  the 
of  which  we  had 
own  into  its  shad- 
.  sliding  down  its 
crable  point.  The 
1  depth — near  200 
id,  though  the  sun 
was  deep  twilight 

jAg  down  the  bot- 

n  came  in  sight  of 
.ith.  There  was  a 
the  hilltops,  across 
iig  through. 

long  I  saw  where 
■ad  idled  away  the 
he   short   grass   or 

great  wall.  I  now 
and  when  within 

mouth  of  the  can- 
ii:t  200  yards  away 

side  of  the  valley 
t\y  for  perhaps   50 

after  the  manner 

elk  was  standing 
a  sentry  at  a  dun- 
a  fine  view  of  him 
1st  the  sunlit  slope 
IS    resembling    the 

He  seemed  to  be 
(articular,  but  just 
nteresting  to  turn 
,*  close  at  hand. 
iC  deep  gloom,  at 
,  I  levelled  the 
targets.     But  it 

,.ves  and  deepen- 
jermit  me  to  get  a 
nake  a  sure  thing 
must  reach  a  low 
ad,  and  over  which 

t  as  much   as  pos- 
somewhat    on    the 


RAILROAD    MAN    INJURED. 

John  Wash,  an  employee  of  the  B.  & 
O.  R.R.,  was  hurt  at  the  freight  yards 
to-day,  sustaining  a  fracture  of  the  jaw. 
He  was  taken  to  the  dental  office  of  Dr. 
A.  B.  Blank,  where  the  fracture  was  re- 
duced and  an  appliance  adjusted  to  re- 
tain it  in  position. 

RUNAWAY— TEETH  KNOCKED 
OUT. 
Yesterday,  while  William  Henry,  driv- 
er of  the  delivery  wagon  for  Russell 
Brothers,  grocers,  was  driving  across 
the  Lake  Shore  Railroad  tracks,  the 
horses  were  frightened  by  a  switch-en- 
gine, became  unmanageable,  and  ran 
away.  Henry  was  thrown  violently 
from  the  wagon,  and  in  the  fall  several 
teeth  were  knocked  out  and  the  nose 
broken.  Dr.  J.  P.  Jayne  was  called, 
and,  after  relieving  the  injured  man's 
suffering,  he  was  taken  to  the  doctor's 
office.  He  was  afterward  taken  to  the 
dental  office  of  Dr.  A.  B.  Blank,  the 
teeth  replaced  and  secured  in  position. 
The  nose  was  brought  into  proper  posi- 
tion and  supported  by  a  suitable  appli- 
ance. Mr.  Henry  is  resting  easily  and 
will  recover  without  disfigurement. 

HEMORRHAGE. 
Lizzie  West,  a  domestic  in  the  home 
of  A.  W.  Peters,  had -a  tooth  extracted 
last  Tuesday,  and  the  extraction  was 
followed  by  a  profuse  hemorrhage, 
which  could  not  be  gotten  under  con- 
trol by  use  of  the  usual  simple  reme- 
dies. After  continuing  for  three  days, 
the  girl  became  so  weak  from  loss  of 
blood  that  Dr.  Howe,  the  family  phy- 
sician, and  Dr.  Blank  were  sent  for. 
The  extracted  tooth  was  replaced  and 
by  use  of  a  compress  and  medicines  the 
hemorrhage  was  gotten  under  control. 


to  strike  somewher 
that  I  had  gained 
got  to  alter  my  ca 
ing  at  the  top  oi 
A  simple  thing  to- 
rific  results  ! 

The   powder   ch 
grains,  yet  that  lit 
tween  those  walls, 
sound  crashing  aga. 
yon  and  reboundir 
wall  to  wall,  as  L 
ball.    I  looked  up 
come  tumbling  a' 
withstood  the  sho 
at    the    disturbanc 
bounding  away,  w;- 
fainter,  till  it  seerr 
wall    between   this 
and    came    roarinj 
Then,  rolling  past, 
valley,  where  it  fi' 
died  away,  like  th' 
ing  thunder  storm 

But  what  of  the  e 
that  something  hac 
seemed  bending  u; 
his   head  as   if   in 
watched,  expecting 
full  minute  he  see 
deliberately  walkr 
.   What   with  the 
elk,    I    had   neglec 
Before  I  could  p' 
the  chamber  the  t 
yon.      I    followed 
going  a  long  dista 
the  marshalling  of_ 
ther  pursuit,  but  fai' 
of  my  game. 

Returning   to    t' 
broke  in  on  the  i 
amined  for  ma--' 
dark  to  make  1. 
detect  a  crimson 
stem  the  elk  had  ' 
I      With  this  I  was 
I  hoping  the  light  c 
me  in  possession  o- 
I      As  I  made  my  w 
depressed  at  the 
but  as  I  thought  oIj 
my  spirits  lighter 
buoyancy.     For   v 
these  great  plains, 
and  glorious  poss' 
In  the  morning 
miles,  by  blood  spl 


640  THE   PRACTICE   BUILDER 

public  opini^on.  Difference  in  religion  or  politics  has  often  prevented 
the  employment  of  dentists  or  caused  patrons  to  leave  them,  and  the 
obtrusion  of  unpopular  political  views  has  marred  the  prospects  of 
many;  besides,  what  is  popular  to-day  may  be  unpopular  to-morrow; 
therefore,  the  dentist  should  keep  his  heart  and  his  office  open  to  all 
denominations  and  to  all  parties. 

Failure  to  be  at  the  office  promptly  in  the  morning  has  caused 
loss  of  patronage.  People  who  seek  a  dentist  early  in  the  morning, 
because  of  suffering,  will  not  wait  and  prolong  their  suffering  for  the 
sake  of  having  any  particular  dentist.  What  they  want  is  relief,  and 
they  will  go  on  till  they  find  a  dentist  who  is  in  his  office. 

J-Yequent  hunting  and  fishing  trips  are  likely  to  cause  a  loss  of 
patronage,  for  if  a  patient  is  suffering  and  must  have  relief,  and  goes 
to  another  dentist,  and  there  finds  out  that  he  is  skilful,  gentle,  and  care- 
ful, and  that  he  gives  relief,  they  are  likely  to  be  impressed  and  to  go 
to  him  in  the  future. 

Be  careful  in  this  respect  towards  other  dentists,  and  when  the 
patient  of  another  applies  to  you  because  of  the  temporary  absence  or 
sickness  of  the  family  dentist,  do  such  work  as  may  be  necessary  to 
relieve  the  suffering  and  let  them  return  to  the  family  dentist  without 
anything  being  done  which  could  be  in  any  way  construed  as  dis- 
paraging to  the  other  practitioner. 

Be  careful  not  to  turn  patients  over  to  a  specialist,  when  you  are 
fully  capable  of  doing  the  work  skilfully  and  rapidly  yourself;  because 
in  performing  special  operations  with  skill  and  celerity  you  achieve 
a  form  of  publicity  which  is  priceless,  and  which  may  attract  patronage 
w^orth  hundreds  of  dollars.  Men  are  likely  to  turn  operations  of  this 
class  over  to  specialists,  because  of  the  time  which  it  is  necessary  to 
devote  to  them  and  which  they  think  they  cannot  give.  But  when 
an  operation  is  to  be  done  which  should  be  referred  to  a  specialist,  and 
which  does  not  come  within  the  province  of  every-day  routine  prac- 
tice, such  cases  should  by  all  means  be  recommended  to  the  care  of 
the  specialist  that  the  patient  may  receive  the  superior  skill  which  at- 
taches to  specialism. 

Those  operations  which  are  characterized  as  "  emergencies  "  are 
often  helpful  in  attracting  patronage.    A  person  is  hurt  in  a  railway, 


THE    PRACTICE    BUILDER  641 


announced  to  hid  patientd  tkat  he  had 
zetutned  from  ibew  Hjozk,  wheze  he  had 
been  puzduing  dtuaied  zelattna  to  the  Latedt 
tnoded  of  Operating,  and  Grown  and 
cB ridge  ^ork 


1220    Sim    Street 

dT^ay    the   cFizdt 


Announcement  form.    Should  be  upon  double  sheet 


642 


THE  PRACTICE  BUILDER 


runaway,  or  other  accident,  and  as  a  resnlt  a  fracture  of  either  of  the 
jaws  is  sustained,  or  some  damage  is  done  to  the  teeth.  He  may  be 
taken  to  a  dentist's,  or  the  dentist  may  be  called  to  take  charge  of  the 
case  so  far  as  the  dental  injuries  may  be  concerned.  If  the  case  is  one 
where  there  is  a  fracture,  and  the  dentist  succeeds  in  performing  the 
necessary  work  with  skill,  a  very  favorable  opinion  of  his  professional 
ability  is  thereby  gained. 

Sometimes  in  cases  of  dental  hemorrhage  the  dentist  is  not  called, 
but  the  services  of  a  physician  sought;  but  if  the  hemorrhage  does  not 
subside  after  the  use  of  the  usual  remedies,  the  dentist  may  be  called 
in;  and  if  the  trouble  is  controlled  under  his  treatment  he  is  Ukely 
to  be  considered  a  person  of  superior  ability. 

When  physicians  are  called  to  treat  such  cases  they  are  not  at  all 
averse  to  receiving  such  publicity  as  is  afiforded  by  the  columns  of  the 
daily  papers,  although  the  Code  of  Medical  Ethics  is  much  more  rigid 
than  that  prescribed  for  the  guidance  of  dentists.  It  is  customary  for 
physicians  to  have  a  notice  similar  to  the  samples  shown  on  page  639  in- 
serted in  the  daily  papers. 

Whether  to  use  these  pufif  notices,  must  rest  with  the  practitioner. 
If  physicians  in  the  same  town  are  not  in  the  habit  of  using  them  it 
would  probably  be  better  that  the  dentist  should  not.  Personal  notices 
wdiich  convey  news  are  sought  by  the  papers  and  are  not  considered 
unethical,  when  they  relate  to  the  departure  of  the  dentist  for  another 
city  for  a  special  purpose,  or  when  he  returns,  just  as  the  doings  of 
others  are  recorded,  who  are  not  members  of  any  profession. 

Sometimes  after  a  dentist  has  been  in  practice  for  a  few  years,  he 
finds  that  he  is  losing  patronage.  It  will  in  many  instances  be  found 
that  clients  have  gone  to  other  dentists  because  they  have  been  attracted 
by  favorable  reports  concerning  their  superior  ability.  A  younger 
practitioner  may  have  located  in  the  community,  and  because  of  the 
real  or  supposed  possession  of  more  up-to-date  methods  he  may  gain 
patrons  from  the  old  established  practitioners.  If  the  older  practi- 
tioner lacks  familiarity  with  the  more  recently  accepted  ideas  in  prac- 
tice, he  will  find  it  to  his  advantage  to  enter  the  office  of  a  prominent 
practitioner  in  a  large  city  for  a  period,  to  study  the  methods  of  such 
operators,  or  to  enter  a  post-graduate  school.     Many  of  the  regular 


THE    PRACTICE    BUILDER  643 


T>r.  ^.  B.  BLANK 

announces  to  his  patients  and  friends  that 
his  office  is  now  completely  refitted  with 
modern  dental  appliances,  and  appropriately 
refurnished  throughout. 


Philadelphia 

If]  Elm  St. 

February  the  First 


Announcement  form.    Should  be  upon  double  sheet 


644 


THE   PRACTICE   BUILDER 


colleges  of  dentistry  have  in  addition  to  their  usual  course  of  lectures 
a  special  session  for  graduates  who  feel  the  need  for  more  recent  knowl- 
edge. It  does  not  take  more  than  four  or  five  weeks  of  time,  and  the 
expense  is  light  comparatively  and  is  well  repaid. 

When  he  does  go,  it  is  proper  for  him  to  make  an  announcement 
in  the  paper,  either  in  the  form  of  a  card  or  in  the  personals.  The 
personal  news  item  is  the  preferable  form.  Something  like  the  follow- 
ing will  be  found  appropriate; 

Dr.  A.  B.  Blank  left  to-day  for  New 
York,  where  he  will  take  a  special 
course  in  the  latest  modes  of  dental 
practice. 

Dr.  A.  B.  Blank  left  to-day  for  Chi- 
cago, where  he  will  study  with  a  prom- 
inent Chicago  dentist,  who  has  attained 
great  skill  in  certain  branches  of  den- 
tistry. 

Likewise  when  he  returns  to  his  practice  he  should  have  a  "  per- 
sonal "  in  the  paper,  which  should  read  somewhat  as  follows : 

Dr.  A.  B.  Blank,  who  has  for  some 
time  been  in  New  York  studying  the 
latest  developments  in  dental  science, 
has  returned  to  the  city. 

Dr.  A.  B.  Blank  has  returned  from 
Chicago,  where  he  was  associated  with 
an  eminent  dentist  of  that  city. 

Upon  returning  to  the  practice,  and  to  get  the  full  benefit  of  his 
special  study  in  a  professional  and  financial  sense,  he  should  mail  to 
each  patient  an  announcement  form  similar  to  that  shown  on  page  641. 
It  may  be  engraved,  or  it  may  be  set  in  light  face  lining  gothic.  It 
should  be  printed  upon  a  double  sheet  of  best  quality  paper  and  should 
be  sent  under  letter  postage. 

It  is  proper  for  the  dentist  to  have  the  same  sort  of  personal  men- 
tion which  the  physician  receives,  when  he  attends  the  meetings  of  his 


THE  PRACTICE   BUILDER  645 

dental  society,  or  when  he  delivers  an  address  upon  subjects  kindred 
to  his  profession.  Physicians  are  in  the  habit  of  permitting  and  en- 
couraging notices  of  this  kind.    Some  samples  are  shown  herewith : 

Dr.  A.  B.  Blank  left  to-day  for 
Springfield,  where  he  will  attend  the 
meeting  of  the  Illinois  State  Dental  So- 
ciety. 

Dr.  A.  B.  Blank  returned  from 
Springfield  last  night. 

Dr.  Blank  read  a  paper  on  "The  Care 
of  Children's  Teeth,"  which  received 
high  praise  from  those  present.  The 
doctor  reports  that  the  meeting  was 
largely  attended  by  representative  den- 
tists. 

These  will  afiford  an  idea  of  the  manner  in  which  notices  appear. 
They  are  always  in  the  personal  columns  of  the  paper,  and  never  as 
separate  news  items. 

Besides  these  newspaper  notices,  the  dentist  should,  if  the  address 
is  upon  a  subject  which  is  sufficiently  devoid  of  technical  terms  to 
be  interesting  to  his  patrons,  have  it  reprinted  in  good  style  and  copies 
sent  to  his  patrons;  by  so  doing  his  patrons  are  brought  into  closer 
touch  with  him,  and  their  confidence  in  him  is  augmented  because  they 
may  thus  see  for  themselves  that  he  is  progressive. 

Keep  in  mind  the  influence  and  good  will  of  physicians,  and  do 
everything  to  maintain  friendly  relations  with  them.  Influence  is  one 
of  the  most  powerful  factors  which  a  dentist  can  have,  and  is  especially 
valuable  in  aiding  him  to  gain  new  patrons. 

A  kindly  word  spoken  by  persons  of  wealth  or  position,  indicating 
their  preference  for  a  certain  physician  or  dentist,  is  given  great  weight 
because  of  their  prominence. 

Druggists  can  recommend  a  great  many  patrons  to  a  dentist  in  the 
course  of  a  year,  and  it  should  be  the  aim  of  the  practitioner  to  do  all 
in  his  power  to  return  the  kindnesses  by  referring  as  many  customers 
to  the  druggist  as  possible. 

Be  especially  careful  to  cultivate  the  good  will  of  the  children  and 


546  THE  PRACTICE  BUILDER 


Dr.  A.  B.  BLANK 

has  returned  from  Chicago,  where  he 
received  a  full  course  of  instruction  at 
the  Hasl^ell  Post-Graduate  School  of 
Prosthetic  Dentistry. 

Dr.  Blanl^  is  prepared  to  perform 
all  operations  of  this  class  according 
to  the  standard  which  prevails  in  the 
large  cities. 


1227  Elm  St. 

December,  1595 


Aanouncemcnt  form.     Should  be  upon  double  sheet 


THE    PRACTICE    BUILDER 


647 


to  treat  them  with  every  consideration  that  would  be  accorded  grown 
people.  Be  just  as  careful  of  the  little  boys  as  of  the  little  girls,  and  do 
•everything  to  gain  their  confidence  and  to  retain  it;  and  never  be 
guilty  of  deceiving  them  in  any  way,  either  with  reference  to  operat- 
ing or  extracting,  as  to  the  painfulness  of  operations  or  how  work  is  to 
be  done.  Take  the  little  ones  into  your  confidence,  and  by  so  doing  as 
they  grow  up  they  will  esteem  you  as  a  friend  and  their  influence  will 
be  valuable. 

The  home  life  of  a  dentist  will  do  much  towards  influencing  the 
patronage  of  those  with  whom  the  members  of  his  family  may  be  on 
terms  of  social  intimacy.  A  dentist  whose  home  shows  the  possession 
of  refined  and  artistic  taste,  and  whose  wife  is  a  person  of  refinement, 
and  whose  home  life  is  indicative  of  happiness  and  contentment  will 
by  these  means  attract  the  patronage  of  a  very  desirable  element. 

If  at  any  time  you  make  any  notable  changes  in  the  furnishing  of 
your  ofifice  you  should  send  out  to  your  patrons  an  announcement  to 
that  efifect;  this  is  especially  important  if  the  office  has  been  allowed 
to  run  down,  and  no  longer  presents  an  inviting  appearance.  The 
announcement  form  should  be  something  like  that  shown  on  page  643. 

When  the  practitioner  has  taken  a  course  of  instruction  in  a  dental 
college,  either  post-graduate  or  other,  he  should  let  his  patrons  know 
this  by  use  of  the  announcement  form  shown  on  page  646. 

Do  not  accept  a  young  man  or  boy  as  a  student  in  your  office  be- 
cause he  has  influential  friends,  or  friends  who  will  patronize  you  on 
his  account.  People  do  not  usually  patronize  a  dentist  because  some 
young  fellow  whom  they  know  is  employed  or  is  studying  there. 

When  a  patron  is  kind  enough  to  recommend  another  person  to 
you  as  a  superior  and  reliable  dentist,  let  him  know  that  you  appre- 
ciate the  favor.  If  a  patient  calls  for  work,  and  says  to  you  that  Mrs. 
H.  H.  Hollins  has  spoken  so  highly  of  you  that  she  decided  that  she 
would  have  you  do  her  work  too,  you  should  promptly  send  a  note  of 
acknowledgment  of  the  favor. 

The  following  letter  will  show  the  general  form: 


6^8  THE   PRACTICE   BUILDER 


A.  B.  BLANK,  D.D.S., 

Howe  Block 


Smithton,   Dec.    2,    J898 


Mrs.  H.  H.  Hollins, 
Dear  Madam: 

I  was  consulted  to-day  by  Mrs. 
Arthur  Dixori,  and  in  the  course  of  our 
conversation  I  learned  incidentally 
that  Mrs.  Dixon  had  been  recommended  to 
nie  by  you,  and  that  you  had  done  me  the 
honor  to  praise  my  work  highly. 

Permit  me  to  express  to  you  my 
gratitude  for  your  kindness  in  compli- 
menting my  work  to  Mrs.  Dixon,  and  for 
referring  the  lady  to  me.   Thanking  you 
again,  1  have  the  honor  to  be, 

With  much  respect, 

Yours  truly, 

A.  B.  BLANK. 


THE   PRACTICE   BUILDER 


649 


By  this  courtesy  you  indicate  to  Mrs.  Hollins  that  you  appreciate 
the  honor  which  she  has  done  you,  and  that  you  value  the  high  opinion 
in  which  she  holds  you.  If  you  were  not  to  do  this,  she  might  not  again 
go  to  the  trouble  of  recommending  her  friends  to  you. 

Remember  that  patience  is  one  of  the  greatest  virtues  a  dentist  can 
have,  and  that  it  may  be  the  one  virtue  that  may  attract  to  him  much 
patronage.  Patience  is  an  especially  desirable  character  m  the  treat- 
ment of  lady  patients,  and  it  will  hold  patronage  and  attract  new 
patronage,  where  the  possession  of  the  highest  professional  abilities, 
coupled  with  the  lack  of  patience,  in  other  dentists  fails  to  add  to  their 
practice  or  reputations. 

Conduct  your  practice  on  the  basis  of  conservatism;  this  will  com- 
mend you  not  alone  to  the  layman  but  to  the  professional  man  as  well; 
by  being  conservative  you  will  never  promise  great  results  for  your 
work,  and  you  will  never  be  charged  with  not  equalling  your  claims 
for  it.  Remember  that  plate  work  and  bridge  work,  especially  plate 
work,  demands  as  close  attention  as  the  most  exacting  operative  pro- 
cedures; and  that  a  good  reputation  for  doing  plate  work  will  attract 
the  patronage  of  all  those  persons  who  are  nearing  middle  life,  be- 
cause it  is  usually  at  that  period  that  plate  work  is  needed;  having 
secured  the  influence  of  these,  the  younger  members  of  the  family  are 
likewise  gained,  because  the  elders  pay  the  bills,  and  if  their  work  is 
satisfactory,  they  will  send  those  who  are  dependent  upon  them  to  the 
same  dentist. 

Be  careful  to  have  the  lady  assistant  keep  strict  watch  on  the  mail- 
ing of  the  booklets,  and  see  to  it  that  she  sends  out  those  on  "'  Irregu- 
larities of  the  Teeth,"  and  "  The  Children's  Dental  Instructor,"  to  every 
family  where  such  may  properly  be  sent;  and  see  to  it  that  she  is  per- 
fectly familiar  with  the  business  details  of  the  practice,  so  that  she  can 
write  out  all  the  letter  forms  shown  in  the  chapters  where  such  letters 
appear,  without  suggestions  from  her  employer.  Let  the  business  of 
every  body  else  alone;  attend  earnestly  to  your  own;  don't  buy  what 
you  don't  need ;  put  every  hour  to  advantage  and  study  to  make  your 
leisure  hours  useful;  think  twice  before  foolishly  spending  a  dollar; 
remember  you  will  have  another  to  make  for  it,  and  should  you  spend 
as  fast  as  you  make,  you  need  only  hope  for  a  tread-mill  existence; 


650 


THE   PRACTICE   BUILDER 


look  after  your  business  largely  in  a  spirit  of  light-heartedness;  look 
after  accounts  closely  and  regularly;  if  you  find  an  error  trace  it  up 
and  keep  stirring  close  accounts;  should  a  streak  of  misfortune  come 
upon  you,  retrench,  work  harder,  but  don't  fly  the  track;  confront 
difficulties  with  unflinching  perseverance  and  good  humor,  and  they 
will  disappear  like  fog  before  the  sunshine.  Because  you  have  been 
placed  in  possession  of  all  the  money-making,  money-saving  facts, 
timely  hints,  workable  plans,  and  proven  methods  which  this  book 
contains,  and  which  you  have  practically  applied  and  found  good  in 
your  practice,  and  which  may  have  extended  your  reputation  profes- 
sionally and  added  to  your  wealth  financially,  do  not  lose  your  head, 
and  do  not  think  that  you  are  too  good  a  dentist  for  such  a  little  town 
— if  vou  should  happen  to  live  in  a  small  city — and  do  not  think  it  is 
beneath  vour  aims  and  aspirations  to  continue  in  practice  in  such  a 
community;  do  not  think  that  you  can  go  to  a  large  city  and  take  hold 
of  a  large  practice  at  once,  securing  to  yourself  the  wealthiest  and  most 
desirable  people ;  bear  in  mind  that  these  people  already  have  a  good 
dentist,  and  that  they  will  not  change  for  many,  many  years  to  a  new 
and  untried  man;  remember  that  it  is  just  as  honorable,  and  in  many 
instances  just  as  profitable,  and  in  many  instances  much  more  profit- 
able, to  practice  dentistry  in  one  of  the  smaller  places  than  in  the 
larger  ones;  remember  that  dentists  in  the  smaller  cities  are  the  social 
equals  of  any  of  the  pedple  in  their  town,  and  that  in  the  larger  cities, 
except  where  they  are  the  possessors  of  great  wealth,  they  are  subject 
to  a  form  of  social  ostracism;  bear  in  mind  that  the  dentists  who  have 
made  great  reputations  and  gained  wealth  have,  in  most  instances,  been 
:;he  residents  of  the  smaller  towns,  and  that  the  distinction  won  in  the 
larger  cities  is  usually  of  a  temporary  and  unsubstantial  nature. 

Julius  Caesar  was  a  wise  man  and  a  profound  thinker;  he  said,  "  I 
would  rather  be  the  first  man  in  a  small  town  than  the  second  in  a 
large  city." 

Try  hard  to  be  the  first  dentist  in  your  own  town;  in  doing  this 
you  gain  all  the  professional  esteem  and  moneyed  worth  that  is  to  be 
had  in  the  practice  of  dentistry;  you  could  not  do  more  than  this  if 
you  practiced  in  the  largest  city  in  the  world. 


Short  Sixes 

"  Short  and  sweet  " 
See  to  it  that  your  engine  burs  are  always  sharp  and  clean. 

Read  the  dental  journals  closely  in  spare  moments  and  by  so  doing 
keep  in  touch  with  all  the  good  new  things.  Read  the  advertising 
pages  as  carefully  as  the  others. 

Keep  your  finger-nails  clean  and  properly  trimmed. 

*** 
Be  careful  to  keep  your  breath  pure. 

^% 

Don't  smoke  in  your  office  during  office  hours.  Don't  smoke  on 
the  street. 

Have  your  office  as  carefully  and  as  tastefully  furnished  as  if  it  were 
a  parlor. 


Don't  gossip  with  your  patients.    Don't  mention  the  name  of  one 
patient  to  another. 

651 


652 


THE    PRACTICE    BUILDER 


Don't  talk  shop  at  the  dinner  table,  and  head  off  a  tendency  to  da 
so  on  the  part  of  another. 


*** 


Don't  exhibit  specimens  of  your  work. 


Don't  brag  about  your  practice,  the  quality  of  your  patronage,  the 
size  of  your  fees  or  the  amount  of  your  income. 


*** 


Don't  hang  about  the  street  door  of  your  office  during  the  daytime 
or  in  the  evening  after  office  hours.  Employ  your  spare  moments  in 
study. 


*** 


Don't  permit  your  lazy,  shiftless  friends  to  hang  around  your  office. 
Permit  no  loafing. 


*** 


Stick  to  your  office.    Be  there  when  people  call  for  you.     Don't 
close  the  office  to  go  to  the  ball-game. 


*** 


Don't  criticise  other  dentists.  People  will  think  more  of  you  if 
you  keep  your  mouth  shut.  If  you  cannot  say  anything  good  of  a  per- 
son, say  nothing. 


*** 


Don't  get  discouraged.    Cultivate  worthy  friendships.    Be  content. 
Read.    Wait.    Compel  recognition. 


*** 


Be  friendly  with  other  dentists.     Strive  to  bring  about  amicable 
relations  with  them. 


*** 


Don't  be  afraid  to  lose  a  patient. 


Peflets  of  Gold 

"  Diminutive  nuggets  " 
Attend  to  details. 


Be  prompt  in  all  things. 


*** 


*** 


Do  not  be  ever  ready  to  make  acquaintances. 


*** 


Be  polite  to  all — rich  and  poor 
Pay  your  debts  promptly. 


*** 


*** 


Use  every  leisure  moment  for  improvement. 


*** 


Treat  every  child  as  if  he  were  a  grown  person.    He  will  be  some 
day,  and  he  will  remember  you. 


*** 


Don't  go  to  church  for  the  sake  of  being  the  last  person  in,  and 
thus  attract  attention. 

653 


654  THE  PRACTICE  BUILDER 

Avoid  intoxicating  liquors, 

*** 

Never  advertise  extracting  free  of  charge.    Charge  something  for 
everything  you  do. 

Make  your  operations  thorougli,  then  make  them  beautiful. 

*** 
Strive  first  to  become  a  good  operator,  then  to  become  a  rapid  one. 


Join  a  good  dental  society. 

Marry  a  good  woman  and  have  your  own  home. 


t** 


Extracts 


"  I  have  gathered  a  posie  of  other  men's  flowers,  and  nothing  but  the  thread 
that  binds  them  is  mine  own  " 

There  is  nothing  so  helpful  to  a  young  man  as  encouragement.  This 
is  as  true  in  dentistry  as  elsewhere.  The  road  to  dental  glory  is  not 
smooth;  it  is  filled  with  dangerous  places.  Many  are  the  discourage- 
ments encountered  by  the  way.  Really  helpful,  stimulating  talks,  such 
as  those  which  we  introduce  herewith,  cannot  but  instil  enthusiasm 
into  the  hearts  of  all  who  read  them.  They  are  mostly  selected  from  the 
writings  of  Dr.  T.  B,  Welch,  whose  editorials  have  long  been  a  source 
of  keen  enjoyment  to  all  his  readers.  They  have  occupied  (and  we  hope 
will  continue  to  occupy  for  many,  many  years)  a  unique  position  in  the 
periodical  literature  of  the  profession.  Dr.  Welch  has  a  quick  per- 
ception of  all  that  is  of  interest  to  young  men,  and  his  editorials  are 
always  read  with  the  greatest  delight  by  his  thousands  of  admirers. 

Pleasant  Street  vs.  Dingy  Lane 

What  say  you  to  moving  over  into  Pleasant  Street?  They  are  getting 
along  there  much  better  than  in  your  old  Dingy  Lane.  It  is  a  bright, 
cheerful  place  over  there,  and  they  pay  us  well  for  our  work.  You  will 
not  get  sleepy  and  tired  with  the  rest  over  there,  and  spiders  and  mildew 
do  not  thrive.  I  am  told  it  is  a  good  place  for  business,  a  sure  cure  for 
blues  and  dyspepsia.  You  find  plenty  of  fun  and  nuggets  of  gold  over 
there,  and  dentists  look  sleek  and  fat,  while  on  Dingy  Lane  they  are  no- 
ticed for  being  lank  and  lean.  It  must  be  a  good  place  to  live,  over  in 
Pleasant  Street,  for  it  is  a  place  for  the  nip  and  gay,  and  their  pockets  are 
filled  with  money  for  bright  tradesmen  and  professional  experts.  No 
unskilled  workman  need  apply. 

655 


656 


THE   PRACTICE   BUILDER 


Conic,  wake  up,  wash  up,  dress  up,  and  move  over  there.  Never 
mind  your  old  shoes  nor  your  old  clothes  nor  your  truck.  They  don't 
use  old  trash  over  there.  Sell  them  and  all  your  rusty  old  tools  to  the 
junk  dealer,  and  buy  new.  And  be  sure  to  select  the  best,  and  the  most 
tasty  patterns,  and  to  make  \  our  office  inviting  and  cosey.  Be  sure  and 
call  on  Mr.  Public  Opinion  on  the  way.  He  will  pay  all  your  reasonable 
bills  if  you  are  worthy,  and  insure  your  business  besides. 

And  don't  forget,  on  your  way  over,  to  stop  into  the  tailor's  and  buy 
a  professional  suit  of  clothes,  and  a  new  hat  and  a  good  cigar — beg  par- 
don, smoking  is  at  a  discount  over  there,  and  breaths  scented  with  stale 
beer.  Dentists  on  Pleasant  Street  must  be  as  sweet  and  clean  in  body 
and  mind  as  a  woman.  And  be  sure  to  leave  your  coarse  language  and 
ill  manners  behind — the  demand  is  for  refinement  and  good  taste  and 
gentlemanly  conduct.  Your  very  office  must  be  as  neat  and  clean  and 
presentable  as  a  lady's  parlor. 

With  all  this  you  will  not  need  to  tell  the  people  you  are  a  good 
dentist;  they  will  take  it  for  granted  till  you  disprove  it  by  betraying 
ignorance,  and  by  blunders.  By  all  means,  don't  put  a  placard  on  your 
coat,  or  advertise  cheap  dentistry.  Here  they  want  good  work,  and  for 
this  they  are  willing  to  pay  good  prices.  And  be  sure  you  keep  up  to 
the  music  of  progress. 

Enthusiasm 

Oh,  for  enthusiasm!  If  we  w^ould  have  success  we  must  go  through 
this  world  all  on  fire.  A  man  with  only  one  idea,  all  aglow  with  enthu- 
siasm, will  accomplish  more  than  a  ripe  scholar  w'ith  a  thousand  grand 
thoughts  hidden  away  in  pigeon  holes. 

We  allow  ourselves  to  be  too  much  tied  up  with  red  tape — hedged 
about  with  too  much  propriety — subjects  of  too  much  formality,  con- 
servation, and  restriction.  Away  with  your  icebergs,  though  they 
glisten  beautifully! 

Give  us  7nen,  with  a  warm,  genial  inspiring  nature;  intelligence,  but 
with  intense  passion;  aggressive,  daring,  venturing  their  lives  on 
success. 

Such  men  will  find  their  place  somewhere,  somehow,  sometime, 


THE    PRACTICE    BUILDER  657 

though  they  make  it  in  sacrifice  and  strife;  they  will  find  their  work, 
though  they  find  it  all  written  over  with  "  failure,"  and  they  will  find 
success,  though  they  themselves  fail  many  times.  It  is  fun  to  see  enthu- 
siasts brush  against  the  pigmies  and  clear  away  the  rubbish,  and  make 
an  oasis  of  the  most  unpromising  places.  It  matters  not  whether  they  are 
let  loose  in  a  wilderness  or  into  *'  an  overcrowded  profession,"  they  will 
find  success.  I  can  see  them  now  as  they  push  by  all  obstacles  and  op- 
position, and  make  a  palace  where  was  only  a  cabin,  and  success  where 
were  only  the  ashes  of  the  defeated. 

Oh,  for  enthusiasm,  which  makes  all  the  world  bow  to  our  purposes 
and  speeds  us  on  our  way! 

Poverty 

Poverty  is  no  crime.  It  need  be  no  disgrace.  It  is  seldom  a  hin- 
drance to  material,  social  and  intellectual  success.  It  is  often  a  blessing, 
a  help,  a  legacy,  to  be  coveted  for  its  necessity  in  prompting  industry, 
and  frugality  and  genius. 

Search  the  annals  of  the  past,  or  look  into  the  great  business  present, 
and  see  who  are  the  learned  among  the  professions,  the  skilful  among 
the  trades,  the  successful  everywhere.  Do  they  not  come  from  the  hut 
of  poverty?  Are  there  many  from  the  mansions  of  the  rich? 

Wealth  pampers;  poverty  feeds  on  the  substantial.  Riches  fawn 
and  flatter;  poverty  sends  its  children  into  the  school  of  necessity.  Af- 
fluence brings  forth  indolence,  weakness,  and  efifeminacy ;  poverty  forces 
daring,  bravery,  heroism. 

The  son  of  wealth  seeks  popularity  by  extravagance,  foppery  and 
self-indulgence;  the  son  of  poverty  by  industry,  economy  and  cleanly 
habits. 

In  brief,  to  be  "  born  with  a  silver  spoon  in  the  mouth  "  is  to  lie  in  the 
cradle  of  indolence,  to  be  reared  in  the  atmosphere  of  enervation  and  to 
be  propped  up  by  the  crutches  of  uncertain  support,  ending  in  beggary 
and  misery;  while  the  stimulant  of  poverty  is  the  mother  of  invention, 
the  developer  of  genius  and  the  promoter  of  thrift  which  is  sure  to 
bring  forth  an  honorable  standing,  a  happy  home  and  an  abundant 
success. 


658  THE    PRACTICE    BUILDER 

The  Thriftless,  Shiftless  Dentist 

Ob,  do  not  loaf  about  in  that  way!  Why  squander  your  time  in 
shiftless  idleness  while  there  is  so  much  to  do?  It  is  childish.  Xo  wonder 
you  do  not  get  on  in  your  business  better.  Who  will  patronize  a  lazy, 
loose-jointed,  thriftless  dentist?  He  is  sure  to  be  a  bungler.  Patients  of 
intelligence  and  money  had  rather  pay  double  for  their  work  to  a  thrifty 
dentist,  for  he  is  sure  to  be  skilful  and  abreast  of  the  times. 

Get  out  of  your  dirty  shell  and  straighten  up.  It  is  astonishing  how 
much  a  little  soap  and  backbone  and  enterprise  will  do.  The  world 
needs  you  and  your  work,  and  pays  well  for  what  you  do,  if  it  is  what  it 
should  be.  But  neither  you,  nor  anything  you  can  do,  will  be  accepted 
while  you  are  gaping  and  yawning  in  your  shirt-sleeves.  Sluggishness 
and  shiftlessness  are  stamped  on  your  very  countenance,  dress  and 
work. 

Your  contentment  in  such  a  low-level  existence  is  worse  than  the 
pig  in  the  sty,  satisfied  with  enough  to  eat  and  a  bed  to  grunt  on.  He 
will  keep  himself  clean,  if  you  give  him  a  chance,  but  you  keep  neither 
yourself  nor  anything  about  you  clean.  He  is  good  for  something  when 
fatted,  but  you  are  a  nuisance,  fat  or  lean,  dead  or  alive. 

But  worse  than  this;  you  remind  me  of  some  great  overgrown  hogs 
I  had  once.    I  could  not  fatten  them. 

Do  my  best,  they  would  remain  lank  and  lean  and  raw-boned.  They 
had  actually  become  too  lazy  and  degenerate  to  fatten.  I  turned  them 
out  into  the  woods,  and  said : 

"  There,  root,  hog,  or  die."  They  did  not  die,  they  rooted,  and  the 
very  work  and  scanty  diet  gave  them  good  digestion  and  condition. 

In  the  Wrong  Office 

"  I  guess  we've  got  into  the  wrong  office,"  said  a  lady  to  her  com- 
panion. 

As  the  dentist  came  into  the  reception-room  and  asked  what  he  could 
do  for  them,  the  lady  replied: 

"  I  only  want  my  teeth  looked  at,  to  see  what  they  may  need." 

This  done,  and  tliev  left. 


THE  PRACTICE  BUILDER 


659 


"  It's  no  use,  Lizzie,"  said  the  one  who  had  come  to  have  work  done, 
"  I  could  not  have  allowed  that  man  to  w^ork  in  my  mouth.  He  was  too 
dirty,  and  did  you  notice  what  a  smell  the  office  had,  and  how  shiftless 
everything  looked?  " 

"  Yes,"  said  her  companion,  "  there  was  nothing  inviting,  and  much 
that  was  repulsive.    Suppose  you  go  over  to  my  dentist?  " 

They  went.  Here  everything  was  neat  and  clean;  the  dentist  was 
well  dressed  and  polite,  and  everything  was  attractive.  As  soon  as  he 
could  leave  his  patient,  there  in  the  chair,  he  came  to  them.  Greeting  his 
old  patient  pleasantly,  he  asked  what  he  could  do  for  her  friend.  They 
were  detained  till  his  first  patient  was  dismissed,  when  he  conducted  his 
new  patient  to  the  chair.  After  two  hours'  work  she  was  dismissed  with 
an  appointment  for  another  day. 

Is  this  an  exceptional  instance?  We  believe  not.  Somewhat  similar 
instances  occur  frequently.  Appearances  go  a  great  way  with  all  of  us, 
and  still  more  with  the  w^omen.  They  judge  almost  by  instinct  what  a 
dentist  is  by  what  they  see  about  him ;  by  the  very  atmosphere  he  carries 
with  him. 

The  Price  of  Work 

"At  the  prices  I  get,"  said  one  dentist  to  another^  "  I  can't  afiford  to 
do  such  work  as  you  turn  out." 

"  At  the  prices  I  get,"  said  the  other,  "  I  can't  afford  to  do  such  work 
as  you  do ;  I  could  not  get  my  prices,  and  I  would  demoralize  my  busi- 
ness. I  do  everything  as  well  as  it  is  possible  to  do  it,  and  then  charge 
accordingly.  But  tell  me,  why  do  you  not  do  such  work  as  I  do,  and  get 
my  prices?  " 

"  I  can't  make  people  believe  my  work  is  worth  such  prices  as 
you  get." 

"  But  you  admit  you  don't  do  such  work,  and,  therefore,  how  do  you 
know  that  your  patients  would  not  be  willing  to  pay  first-class  prices 
for  first-class  work?  In  fact,  how  do  you  know  you  could  do  such 
work?" 

"  Oh,  I  think  I  could  do  it  if  I  tried." 

"  You  certainly  are  to  blame  for  not  doing  your  best,  and  you  are 
not  alone  in  your  blameworthiness." 


66o  THE    PRACTICE    BUILDER 

"  I  haven't  the  gift  of  gab  you  have,  nor  the  fine  surroundings,  nor 
the  rich,  aesthetic  class  of  patients  to  cater  to  that  you  have." 

There  are  two  things  that  mainly  determine  the  market  prices 
of  our  time  and  work.  First,  our  estimate  of  it;  second,  its  intrinsic 
value. 

There  are  dentists  who  injure  their  business  by  too  highly  estimatii  g 
its  value,  or  by  thinking  a  high  price  will  mean  to  their  customers  a  high 
grade  of  work;  others  put  their  prices  too  low,  because  they  have  not 
sufficient  faith  in  their  ability,  or  they  are  too  anxious  for  work,  or  when 
much  work  comes  they  gradually  lower  the  standard  of  its  quality. 

The  greatest  mistake  a  dentist  can  make  is  in  not  constantly  doing 
the  very  best  he  can.  Even  this  may  not  be  the  best  another  can  do.  It 
may  not  be  in  him.  Then  he  must  be  content  with  corresponding  prices. 
The  public  are  better  judges  of  the  quality  of  work  than  some  of  us  give 
them  credit  for.    It  is  not  blarney  that  wins,  but  good  work. 

Our  Office  Appearance 

Do  you  really  believe  the  dentist's  character,  reputation  and  skill; 
his  dignity,  learning  and  moral  worth;  his  influence,  thrift  and  success, 
and  his  finances,  fees  and  social  standing  can  be  discerned  by  the  ap- 
pearance of  his  office? 

This  is  the  gauge  by  which  we  judge  other  dentists,  and  by  which 
they  judge  us,  and  by  which  our  visitors  judge  us;  yes,  and  it  is  the 
gauge  by  which  we  shall  judge  ourselves  and  our  own  office,  if  we  judge 
ourselves  as  others  judge  us.  Of  course,  there  are  exceptions,  but  it  is 
generally  a  just  verdict. 

Suppose  yourself  for  a  moment  to  be  a  stranger  to  your  own  office. 
Knock  at  the  door  and  peep  in.  What  is  the  picture?  Of  thrift  or  decay? 
Is  it  the  appearance  of  neatness,  precision  and  skill  or  of  slovenliness, 
confusion  and  sloppiness?  Are  the  surroundings  those  of  a  professional 
gentleman,  or  of  a  crude,  unkempt,  careless  tinker?  Does  it  invite  the 
aesthetic,  refined  and  well-to-do  class,  or  is  it  a  becoming  place  for  the 
shiftless,  careless,  stingy,  who  are  the  leavings  of  other  dentists?  Does 
it  look  like  an  office  which  invites  those  that  trust  you,  or  who  come  to 
be  trusted?  those  who  come  for  the  best  work,  or  for  the  lowest  prices? 


THE   PRACTICE   BUILDER  66l 

That  chair — always  the  object  of  the  first  attention — is  it  neat  and 
clean,  or  clumsy  and  dirty?  And  the  cuspidore  and  instruments,  and 
everything  about  the  office — are  they  bright  and  orderly,  or  rusty  and 
repulsive?  And  how  about  the  reception-room — is  it  well  kept  and  tidy, 
fresh  and  sweet,  or  are  cobwebs  on  the  ceiling,  dirt  on  the  windows,  and 
litter  everywhere?  Is  the  atmosphere  pure  and  inviting,  or  repulsive  and 
stale? 

And  what  you  see  in  your  office  you  will  see  in  yourself,  for  usually  a 
dentist  carries  his  office  appearance  on  his  back;  yes,  and  the  kind  of 
patients  he  has,  and  prices  he  gets,  and  work  he  does. 

Well,  are  you  satisfied  with  what  you  see?  No?  Then  I  venture  that 
others  are  not  satisfied  with  you,  and  that  your  best  friends  are  not 
satisfied  with  you,  and  that  they  may  stay  away  because  they  are  not 
satisfied  with  either  you  or  your  office. 

If  you  think  I  am  too  harsh  Vv'ith  you,  take  a  stroll  around  to  a  half 
dozen  other  offices,  and  see  how  my  gauge  fits  them,  and  then  be  assured 
it  just  as  well  fits  you. 

And  what  will  you  do  about  it?  Let  all  these  suggestions  pass  unim- 
proved? If  you  are  wise,  they  will  do  you  good — you  and  your  business. 


Good  Books 

By  all  means  have  a  good  library.  Good  books  are  like  the  company 
of  good  people — so  emphatically  so  that  we  are  known  by  the  company 
we  keep  with  books,  as  with  persons. 

But  like  company  generally,  if  we  would  profit  by  them  we  must  not 
be  satisfied  with  their  company  simply,  nor  by  their  being  mere  orna- 
ments to  tickle  our  vanity.  We  have  been  astonished  to  see  how  little 
some  folks  know  of  the  character  of  their  library.  They  have  been  har- 
boring strangers  all  their  lives,  simply  for  the  dignity  and  the  good  ap- 
pearance of  their  company. 

Of  course,  all  books  are  not  to  be  committed  to  memory,  nor  to  be 
used  as  text  books.  A  cursory  acquaintance  with  some  is  sufficient; 
others  we  should  study  with  much  thoroughness  and  method.  There 
are  many  lighter  books  that  are  hardly  essentials,  but  take  us  in  pleasant 


662  THE  PRACTICE   BUILDER 

nooks  and  bowers,  and  are  rest  and  recreation.  Their  perusal  is  like 
an  avocation,  to  lighten  our  vocation. 

Thus,  to  be  well-grounded,  intelligent,  and  happy  in  character  and 
agreeable  and  useful  in  all  the  moods  and  modes  of  life,  we  need  a  great 
variety  of  book  company,  and  we  should  revel  in  them  through  many 
devious  paths. 

Of  course  those  pertaining  to  our  business  should  be  first  in  impor- 
tance and  place,  but  others  also  must  be  now  and  then  taken  in  our  inti- 
mate companionship. 

We  must  sometimes  follow  them  out  of  our  beaten  path  to  the  fields 
and  woods,  and  in  unaccustomed  places  and  studies. 

Make  no  excuse  for  illiteracy.  Extensive  reading  takes  time,  but 
it  is  the  busiest  and  most  successful  men  who  have  time  for  comprehen- 
sive and  varied  reading. 

Don't  Fret 

Do  not  fret  because  you  have  not  all  you  could  wish,  or  all  others 
have.    The  happiest  time  a  man  has  is  while  he  is  climbing. 

The  most  substantial  things  grow  slowly.  If,  therefore,  you  are  a  lit- 
tle better  off  in  knowledge,  skill  and  position  this  year  than  you  were 
last  year,  and  last  year  than  the  year  before,  and  have  the  prospect  that 
this  gradual  improvement  will  continue,  you  are  like  the  beautiful  de- 
velopment of  childhood — in  the  most  enjoyable  period  of  life. 

Those  who  have  commonly  and  constantly  everything  they  can  de- 
sire have  few  luxuries;  for  luxuries  are  rarities  not  easily  obtained. 

Give  the  poorest  and  most  abject  person  a  ray  of  ambition,  and  you 
have  given  him  what  will  make  him  a  king,  if  he  will  follow  that  ray  out 
in  its  brightening. 

Though  at  first  only  a  ray,  that  ray  will  become  a  sharp  instrument 
of  light  penetrating  his  very  soul,  and  out  will  flow  his  very  soul,  blazing 
and  shining  and  burning  its  way  right  through  the  world. 

In  his  inspiration  he  gives  his  life,  and  in  giving  his  life  to  the  world, 
he  becomes  himself  a  heaven  of  light  and  life,  and  love  and  joy. 

Stop  fretting  and  regretting,  and  catch  a  ray  of  this  light,  and  hold 
it,  and  follow  it.    Be  satisfied  though  you  can  get  but  a  glimpse  of  it. 


THE  PRACTICE   BUILDER  663 

The  full  light  of  the  perfect  day  is  not  given  at  once.  It  would  be 
dazzling,  and  blinding  and  confusing. 

Receive  the  faint  gray  in  the  east  as  a  harbinger;  delight  in  the  far 
distant,  beautiful  arrows  of  light  as  forerunners  of  splendor  to  come;  en- 
joy the  gorgeous  coloring  of  the  eastern  sky  as  the  dancing  angels  pre- 
saging the  glorious  orb. 

But  even  the  full-born  morning  is  not  like  the  noonday  brightness. 

That  is  a  beautiful  figure  of  the  Christian's  path,  and  is  much  like  the 
path  of  the  successful  man  generally. 

Its  light  is  represented  as  at  first  faint,  but  sufficient  to  give  hope  and 
inspiration;  following  it,  it  "grows  brighter  and  brighter  even  to  the 
perfect  day.". 

And  it  is  so  penetrating  that  we  become  ourselves  "  burning  and 
shining  lights."  Let  us  be  patient,  and  courageous,  and  persevering; 
constantly,  wisely,  skilfully  using  the  light  we  have,  it  will  increase 
gloriously. 

Economy 

.  It  is  not  so  much  the  amount  we  earn  and  spend  that  makes  us  poor 
or  rich  as  how  we  keep  our  accounts.  Some  keep  no  accounts,  and, 
therefore,  never  know  where  they  are;  others  keep  their  books  so  loosely 
that  it  would  puzzle  a  Philadelphia  lawyer  to  decipher  them.  But  some- 
times we  see  a  man  who  by  his  very  air  and  manners  is  such  a  model  of 
punctuality,  method,  and  correctness,  that  he  is  an  accountbook  of  him- 
self. Such  gentlemen  are  always  before-handed,  not,  perhaps,  because 
they  make  more,  or  spend  less  than  those  who  are  hind-handed,  but  be- 
cause, like  those  who  are  governed  by  forethought  instead  of  hind- 
thought,  they  know  how  to  keep  their  books. 

The  credit  side  has  always  a  little  more  weight  than  the  debit  side, 
mainly  because  they  make  their  money  before  they  spend  it,  and  never 
spend  all  they  have.  Then,  too,  they  have  the  little  knack  of  having 
what  they  earn  in  their  own  pockets,  instead  of  in  the  pockets  of  those 
they  have  worked  for.  They  never  have  duns,  because  they  never  owe 
any  one,  and  they  never  have  bad  debts  because  they  never  trust. 

"  Never?  " 

"  Oh,  well,  hardly  ever!  " 


(564  "^^^^    PRACTICE    BUILDER 

It  is  singular  how  customers  know  and  confide  in  such  dentists. 
They  inspire  confidence  by  the  confidence  they  have  in  themselves,  and 
the  confidence  they  have  that  you  will  honor  the  confidence  they  have  in 
you.  You  know  they  are  cash  men,  and  expect  their  customers  to  be. 
They  are  not  stern,  or  exacting,  or  penurious. 

Oh,  no;  they  are  as  suave  and  obliging  and  confiding  as  women; 
you  would  not  for  the  world  impose  on  their  confidence.  It  would  be 
cruel  to  ask  to  be  trusted.  When  your  work  is  done,  such  a  man  passres 
you  your  receipted  bill  so  promptly  and  so  politely  that  you  know  it  is 
only  a  gentle  hint  for  you  to  press  the  button  of  your  purse.  Another 
thing  is  wondrous  strange — the  work  of  such  a  dentist  is  always  better 
tiian  the  work  not  paid  for  in  a  twelvemonth. 

If  you  owed  him  you  would  rather  forget  him  than  recommend  a  , 
neighbor  to  visit  him,  and  avoid  him  yourself  when  you  wanted  more 
work  done.    So  w'e  repeat,  it  is  not  so  much  what  we  earn  and  spend  that 
makes  us  poor  or  rich  as  how  we  keep  our  accounts. 

The  Successful  Man 

The  successful  man  is  he  who  by  the  greatest  good  gives  the  greatest 
happiness  to  the  greatest  number.  He  wipes  from  the  cheek  of  sorrow 
the  tear  of  grief.  He  stands  w'here  chilly,  biting  winds  blow  hard  on 
him,  if  perchance  he  may  shield  some  tender  fellow-creature  from  its 
blast.  He  steps  aside  in  the  gutter  to  raise  again  to  its  feet  some  fallen 
form.  He  prattles  with  infancy,  smiles  on  youth,  firmly  grasps  the  hand 
of  middle  life,  and  smooths  the  wrinkles  of  old  age.  He  lifts  the  help- 
less, cheers  the  despondent,  weeps  with  the  bereaved,  and  rejoices  with 
the  light  of  heart.  He  gives  to  the  needy,  censures  the  niggard,  spurns 
the  miser,  and  bitterly  resents  the  affectations  of  the  insincere.  He 
plants  in  every  human  heart  the  fragrant  flower  of  hope,  and  nourishes 
it  with  the  perfume  of  his  own  happiness.  He  believes  in  love,  in  charity, 
in  friendship,  in  companionship;  and,  above  all,  he  has  an  abiding  faith 
in  his  fellow-man.  He  is  a  firm  believer  in  the  ultimate  good  of  human- 
ity, and  his  own  life  forms  the  strongest  evidence  in  favor  of  this  belief. 
He  sees  something  good  in  the  character  of  the  vilest  son  of  Adam,  but 
is  not  beyond  believing  in  the  possibility  of  a  weakness  in  a  reputed 


THE    PRACTICE    BUILDER  665 

Sampson  of  morals.  He  wishes  for  the  best,  but  is  prepared  for  the 
worst. 

The  successful  man  is  not  he  who  lives  simply  for  the  greed  of  gain — 
•who  sees  nothing  in  life  save  the  accumulation  of  dollars  and  dimes. 
The  Croesus  of  Wall  Street,  the  prince  of  the  bull-pit  in  the  Chicago 
Board  of  Trade,  the  bonanza  king  of  the  West,  or  the  men  who  make 
financial  Europe  tremble  with  the  touch  of  a  pen,  are  not  successful  un- 
less they  have  elements  in  their  lives  other  than  those  which  claim  the  at- 
tention of  the  world. 

The  statesman,  standing  before  the  lawmakers  of  the  land  and  sway- 
ing the  destinies  of  a  nation  by  the  force  of  his  eloquence,  is  envied  for  his 
genius  and  ability;  and  yet  his  life,  as  measured  by  the  one  crucial  test 
of  all,  may  be  a  failure  worse  than  that  of  the  humblest  citizen  of  the 
4omain. 

The  preacher,  poised  before  his  flock,  and  pointing  out  the  way  for 
them  to  tread,  may  miss  the  way  himself. 

The  lawyer,  doctor,  artist,  author,  actor,  all  may  win  renown  in  the 
world  and  yet  fall  short  of  that  which  constitutes  success. 

To  be  successful,  a  man  must  be  happy;  for  in  all  the  weight  of  argu- 
ment there  is  no  one  truth  which  so  well  stands  the  test  of  time  and  ex- 
perience as  this  which  says  that  "  happiness  is  the  greatest  good." 

A  man  may  be  renowned  and  ruined — he  may  be  rich  and  wretched. 
He  may  stand  erect  with  a  smile  to  the  world  and  fall  to  his  knees  weep- 
ing in  the  quiet  of  his  own  closet. 

And  after  all,  the  success  of  a  man's  life  is  measured  more  by  the  in- 
fluences which  surround  him  in  the  routine  of  his  every-day  experience 
than  by  any  other  criterion. 

Let  me  tell  you  who  the  really  successful  man  is.  It  is  he  who,  as  a 
boy,  was  cherished  by  the  love  of  a  noble  mother;  who,  as  a  young  man, 
was  absorbed  by  the  love  of  a  loyal  girl;  who,  ever  after,  is  sustained  by 
the  love  of  a  tender  wife. 

It  is  he  who  gathers  around  him  the  comforts  of  a  home,  who  tastes 
the  sweets  of  domestic  happiness.  It  is  he  who  feels  around  his  neck  the 
clinging,  thrilling  arms  of  children,  who  feels  on  his  own  roughened 
cheek  the  soft  and  velvety  cheek  of  his  babe.  It  is  he  around  whose  heart 
the  precious  tendrils  twine,  and  in  whose  soul  are  sown  the  seeds  of  love 


666  THE  PRACTICE  BUILDER 

which  sweeten  life  and  add  a  fragrance  to  tlie  time  when  nature  dons 
the  "  sere  and  yellow  leaf."  The  successful  man  is  he  who  loves  and  is 
loved  from  the  rosy  dawn  of  life's  new  morn,  through  the  heat  and  bur- 
den of  the  mid-day  sun,  till  at  last  his  sleepy  eyelids  are  kissed  to  rest  by 
the  cooling  winds  from  nature's  night  of  death. 

Dual  Characters 

We  have  a  few  dual  characters  in  the  profession.  With  their  ordi- 
nary friends  at  the  chair  they  are  urbane  and  smiling;  in  the  labc  ratory 
thev  are  rough  and  gruflf.  In  their  professional  character  they  are  aes- 
thetic and  refined;  when  they  throw  off  their  professional  coats  they  are 
low  and  ungentlemanly.  In  public  assemblies  and  social  gatherings 
they  seem  to  be  as  pure  as  ladies;  in  the  gatherings  with  their  zhums 
thev  are  vulgar  and  profane.  In  their  reception-rooms  their  pictures  and 
books  are  elevating  and  instructive;  in  their  private  apartments  the 
walls  speak  of  vulgar  passions  and  depravity.  They  pass  for  ladies' 
men,  and  would  not  defile  the  tips  of  their  fingers  in  their  company;  pri- 
vately they  revel  in  an  atmosphere  of  beer  and  tobacco. 

Yet  a  man  of  high  standing  in  the  profession  declares  that  "A  man's 
private  character  is  his  own ;  it  is  with  his  professional  character  we  have 
to  do;  that,  being  acceptable,  we  have  no  business  to  look  behind  the 
curtain." 

Success 

Before  you  succeed,  and  especially  when  you  fail,  many  will  call  you 
a  fool;  if  you  succeed,  they  will  call  you  a  genius. 

So  that  a  prominent  difference  between  the  fool  and  the  genius  is 
failure  or  success.  Be  willing  to  be  called  a  fool  many  times,  if  finally 
you  can  be  called  a  genius. 

Men  Who  Accomplish 

The  difference  between  men  who  accomplish  astonishing  tasks  and 
those  who  do  nothing,  is  that  one  uses  the  time  at  his  command,  while 


*  THE  PRACTICE   BUILDER  667 

the  other  wastes  it;  one  husbands  his  resources,  while  the  other  dissi- 
pates them;  one  is  aggressive,  the  other  neutral. 


The  Difference 

Joe  Evans  was  a  great,  burly,  sleepy,  loose-jointed  fellow.  At  the 
dental  college  he  was  a  foot-ball  for  the  whole  school.  All  had  the  privi- 
lege of  kicking  him  about,  just  for  the  fun  of  the  exercise. 

When  he  opened  a  dental  office  he  was  not  improved  in  his  appear- 
ance or  manners.  He  was  the  same  coarse,  gaunt,  slouchy  boy,  given  to 
slang,  lawlessness  and  vulgarity.  He  would  have  been  an  entire  failure 
but  for  his  acknowledged  skill;  for  with  all  his  defects  he  was  a  genius. 
Feople  would  patronize  him  in  spite  of  his  uncouth  ways.  His  smoking, 
too,  was  specially  objectionable.  But  as  for  that,  his  breath  smelt  of 
stale  beer  quite  as  much  as  of  nasty  tobacco.  Of  course,  his  ofHce  and 
instruments  and  his  whole  surroundings  were  of  the  same  sort. 

He  was  the  antipodes  of  sentimentalism.  He  was  as  gruff  and  un- 
mannerly toward  the  "  weaker  sex,"  as  he  was  specially  pleased  to  call 
them,  as  he  was  toward  his  chums.  He  was  almost  a  woman  hater, 
which  his  friends  believed  accounted  for  much  of  his  lawlessness  and 
want  of  business  ambition.  True  it  is  that  love,  and  the  object  of  love, 
makes  or  breaks  many  a  young  man,  and  the  want  of  this  tender  senti- 
ment makes  an  unkempt,  ill-mannered,  lawless  fellow. 

He  was  fond  of  games,  horse-racing  and  field  sports,  and  was  "  hail 
fellow  well  met "  with  boys  generally.  Even  with  his  dental  office  on 
hand,  business  or  no  business,  he  must  have  a  day  off  occasionally,  and 
sometimes  a  night,  too ;  and  these  nights  were  spent  in  the  greater  dissi- 
pation. Of  course,  he  had  chosen  for  his  location  the  poorer  part  of  the 
city,  for  he  had  sense  enough  to  know  he  could  not  thrive  in  the  better 
circles. 

All  at  once  Joe  Evans  fell  in  love.  Yes,  he  did ;  he  fell  in  love  all  over. 
The  awful  malady  seized  every  part  of  his  nature  and  upset  him  terribly. 
And,  what  is  singular,  the  object  of  his  love  was  a  little,  delicate  creature, 
the  most  directly  opposite  to  himself  in  every  way.  It  was  just  laughable 
to  see  them  walking  together — he  a  great,  strapping,  awkward,  dis- 


668  THE    PRACTICE    BUILDER 

jointed  fellow,  six  feet  three,  taking  long,  heavy,  ungainly  steps,  and  she, 
tripping  along  by  his  burly  side,  hardly  knowing  how  to  behave  herself. 
Joe  Evans  died.  "  To  let  "  was  on  his  office  door.  His  chums 
mourned  his  loss,  and  so  did  his  numerous  clubs.  The  beer  saloons  and 
tobacco  joints  also  mourned  him,  and  his  patrons  did,  for  they  could  no 
longer  have  good  work  done  at  half  price. 


"  That  is  a  straight,  spruce,  dignified-looking  gentleman  with  that 
vivacious,  intelligent  lady  in  the  dress  circle,"  said  I  to  a  friend  at  a 
social  gathering. 

"  Yes,"  was  the  response,  "  he  is  a  modest  and  refined  gentleman  and 
extremely  enterprising.  He  and  his  wife  are  often  the  centre  of  attrac- 
tion. They  are  specially  gifted  at  the  piano.  Both  are  expert  players 
and  singers.    They  are  new-comers  and  in  every  way  acceptable." 

While  in  the  aristocratic  section  of  the  city  of  C I  was  desirous ' 

of  having  the  tartar  taken  ofT  my  teeth.  Surely,  any  dentist  could  do 
this.  But  I  was  particular,  and  making  inquiry  of  a  business  man  for 
the  best  dentist  in  the  city,  he  said: 

"  I  can  direct  you  to  just  your  man.  He  is  the  favorite  of  every  one, 
and  is  specially  skilful." 

What  was  my  surprise  to  find  this  was  our  old  friend,  Joe  Evans!  No, 
not  Joe,  he  was  dead;  but  Dr.  Joseph  R.  Evans,  a  professional  gentle- 
man, every  inch  of  him,  in  appearance  and  manners.  The  love  of  a  pure, 
lovely,  intelligent  woman  had  transformed  him  into  another  man.  He 
and  his  lovely  wife  were  those  we  met  at  the  entertainment.  No  wonder 
we  did  not  know  him  there.  She  had  so  thoroughly  drawn  him  out  of 
his  past  life,  and  so  enamored  him  with  all  that  is  good  and  true,  refined 
and  aesthetic,  that  he  was  a  noble  man.  His  gentleness,  suavity  and 
genuine  kind-heartedness  had  changed  his  whole  nature  and  made  him 
the  favorite  of  his  profession. 

I  asked  him  what  could  have  possibly  made  such  a  wonderful 
change. 

He  replied:  "  Only  a  determination  to  be,  in  my  habits  and  charac- 
ter, as  good  as  my  wife." 


<o. 


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